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When should a founder stop selling and hire a sales team? It’s a question I get all the time from early-stage founders, especially those...

If your sales coaching sounds more like a pipeline review…you're doing it wrong. I still remember one of my first lessons in real sales...

“Just get them to the demo.” That was my goal when I got into software sales. I believed if I could just get a prospect to see the...

Much of my working life, I wrestled with a nagging feeling: Was I being true to who I really was? I devoured books on entrepreneurship,...

Some customers live with a problem for so long, they forget it’s a problem. You bring them the perfect solution and they shrug. Welcome...

Ever been hiking without a compass? You might think you’re heading in the right direction…until you realize you’re completely off track....

Some of the more striking things I’ve seen while hiking are the wildflowers. The ones that force their way through rocky crevices,...

The Underrated Skill in Sales and Customer Success: Listening There’s no shortage of content on listening. Books. Courses. Podcasts....

1. Hire the best salesperson out there. In one of my first leadership roles at a startup, I was tasked with building a new team and...