When “Lead,” “Qualified Conversation,“ and “Opportunity” are just labels, your CRM becomes a graveyard of guesses. This guide shows you how to define your stages like a pro so your CRM becomes what it’s supposed to be – a disciplined instrument for learning, forecasting, and growing revenue systematically. The Framework: Three Key Stages For most …
Headwinds are everywhere: tighter budgets, longer approvals, and more pressure to do more with less. For B2B founders, it feels like every conversation ends with: “We love it, but not this quarter.” The risk? Many founders freeze too, waiting for the market to rebound, or worse, slashing prices in desperation. The truth? Customers are still …
GTM in a Down Market: How to Sell When Budgets Change Read More »
Right now, every founder feels the pull of AI. Investors ask about it. Competitors claim it. LinkedIn floods your feed with it. The risk? Founders either dismiss AI as a shiny distraction, or they swing the other way: buying tools, auto-writing emails, and automating before they’ve even nailed their first 10 customers. The truth is …
AI and GTM: Hype, Hope, and How to Actually Use It Read More »
Why your first 20 customers should come from you, not a hired gun—and how to do it without burning out. The Myth of the “First Sales Hire” Too many founders believe that hiring a salesperson is the golden ticket to traction. The thinking goes: “I’m the product visionary; they’re the closer. I’ll build, they’ll sell.” …
Inside every cohort of The Revenue Accelerator, we see talented founders stuck in the same rut: they lead with what their product does instead of what their customer gets. Demos sparkle, prospects nod politely, and yet the deal stalls – often forever. The goal of this GTM Guide is to help you replace a “solution-first” …
Sell the Payoff, Not the Product: A Playbook for B2B Founders Read More »
For an early-stage B2B start-up, a tidy pipeline is as critical as clean code. It tells you: Whether you’re building something people will actually pay for. How efficiently you’re turning market learning into revenue. Where cash will – or won’t – come from next quarter. Yet most founders treat pipeline reviews as a quick CRM …
Pipeline Reviews: The Operating System for Revenue Read More »
In the B2B world, your ability to capture (and keep) a buyer’s attention depends on one thing above all: how effectively you convey specific, objective, and measurable business impact. Features, demos, and product specs might get a polite nod or elicit a “wow, that’s cool,” but economic buyers in today’s market make purchasing decisions based …
Open Doors and Close Deals: B2B Messaging That Works Read More »
This comprehensive guide draws on 100s of real coaching conversations with B2B founders to help you cut through the confusion and pick a customer acquisition strategy that actually works.
In an era dominated by email, social media, and automated outreach sequences, cold calling might sound like an outdated or even cringe-worthy strategy. For many B2B founders, it conjures visions of high-pressure sales, annoyed prospects, and fruitless dialing. The reality, however, is much more nuanced—and far more promising. When done well, cold calling delivers some …
Several of our companies have asked us about pilots lately, so we thought we’d organize the insights that we’ve been sharing into a GrowthX Guide. Pilots are one of the most powerful tools in an early-stage B2B founder’s sales strategy. They help validate your product, build credibility, and accelerate sales cycles by demonstrating real-world value …
Design Partners, Paid Pilots, and Free Trials: A Founder’s Guide Read More »
