And why GTM discipline matters more than ever. A few weeks ago, GTMnow published an excellent breakdown of a16z’s new early stage growth benchmarks for AI companies. GTMnow deserves full credit for the analysis, and you can read their original piece here. The headline that grabbed the industry was simple. The median B2B AI …
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 …
