Musings
Punchy, opinionated takes on building a sales motion that scales — for founders and the first sales leaders they hire.
Most founders hire their first AE 6–12 months too early. Here are the 5 numbers that prove you're ready, and the 4 signals that mean you'll burn $300K learning what you already know.
Going from $1M to $10M ARR isn't about doing more of what got you to $1M. It's about killing the seven habits that worked at $1M and will quietly strangle you at $5M.
Most founders don't have a time problem. They have an attention problem. Here's the operating system that gets your hours back and your win rate up at the same time.
Your first AE doesn't fail because they're bad. They fail because you handed them an art project and called it a sales motion. Here's how to survive the handoff.
Your win rate has been stuck at 22% for three quarters. The problem isn't your reps, your pricing, or your product. It's that you've been listening to your calls wrong.
Discovery is the highest-leverage hour in your sales process — and the one most reps run worst. Here's the 7-part structure that makes discovery transferable, not artisanal.