Topic
sales
- Stealth Objections
An interesting post from Sandy on the "stealth objection": when a customer, investor, user, employee — anyone — harbors some resistance to what you're selling them, but doesn't make it explicit. My experience here is…
- Product-led Growth Isn't Incompatible with Sales
Product-led growth has been booming in the B2B software universe, becoming the fashionable way to approach go-to-market in SaaS. I'm a believer in the philosophy, as we've seen companies grow to immense scales and val…
- Enterprises Don't Self Serve
In the wake of Salesforce's acquisition of Slack, there's been a flood of analysis on whether it was a sign of Slack's success or failure to grow as a company. It's funny that we live in a time when a $27bn acquisitio…
- Go-to-Market Fit
I recently watched this Mark Roberge session where he had an interesting way of describing the challenge that follows product-market fit. Tons of startup literature is out there talking about p-m fit. And likewise the…
- 16 Mini Lessons for Startup Founders
This is a good series of bite-sized videos with lessons on various components of sales strategy for startups. Peter Levine of a16z talks through things like channel definitions, marketing vs. sales spend, setting quot…