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Insights on scaling B2B revenue

Practical lessons from working with venture-backed SaaS teams.

Most shared with leadership teams

A few pieces that founders and revenue leaders come back to most.

Leadership

Your first sales leader probably shouldn’t be a CRO

Hiring a CRO too early is one of the most common and costly mistakes in early-stage commercial hiring. Your first sales leader needs to be on live deals, not building org charts - the job is to make founder-led selling repeatable before you scale anything.

Pipeline & Deal Velocity

What Don't You Know About Your Deals?

GTM & Strategy, Demos, General

The Sales v Marketing referee

Leadership

Losing a deal... and a job

All posts

Newest first. Filter by topic to narrow the focus.

GTM & Strategy

18 Aug 2025

Do we really need GTM engineers?

New GTM titles don’t fix old structural issues. This article asks whether the role is solving the right problem.

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Leadership

11 Aug 2025

Keep the C-suite close, AFTER the sale

Executive proximity after the deal matters more than before. This piece explores why post-sale alignment drives retention.

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Discovery

4 Aug 2025

Show your prospect your sales process

Transparency builds trust in sales. This post explains why sharing your process can accelerate buyer confidence.

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General

28 Jul 2025

Maximize the founder's value in sales — forever

Founder involvement in sales can compound value or cap it. This article examines how to scale beyond personality.

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General

21 Jul 2025

The key question every sales leader should ask

Sales leadership clarity starts with one question. This piece outlines the inquiry that reframes performance conversations.

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GTM & Strategy

14 Jul 2025

If your GTM does not lean into AI, you have a problem

AI in GTM is becoming foundational. This post explores what happens when teams fail to integrate it deliberately.

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Practical thinking you can use immediately

Tools and insights for improving your revenue engine

Demo Training

Coach winning demos

Discovery Training

Qualify deeper, faster

AE Toolkit

Hire top performers

See more resources →

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