3 min read Free

Scaling Outbound Without Burning the Market Series #1: Outbound Is a System, Not a Channel

Most outbound debates start in the wrong place. They start with the email. The subject line. The sequence. The personalization line. The tool stack. The...
1 min read Free

When Founder-Led Sales Should End — Series Index

When Founder Led Sales Should End is a 10 part series. Use this index as the table of contents and read the posts in order. Read the series in order...
3 min read Free

When Founder-Led Sales Should End Series #10: The Founder Never Fully Leaves Sales

Founder led sales ends as a default workflow. It should not end as a responsibility. That distinction is important. The founder should not stay in every...
4 min read Free

When Founder-Led Sales Should End Series #9: When to Hire Sales Leadership

The first sales leader shouldn& 39;t be hired to find out if the company can sell. They should be hired when the sales motion is repeatable enough that...
3 min read Free

When Founder-Led Sales Should End Series #8: The First Rep's Job Is to Codify the Motion

The first rep& 39;s job is not only to close deals. That sentence sounds obvious, but many early companies still manage the first rep as if revenue is the...
3 min read Free

When Founder-Led Sales Should End Series #7: Who the First Sales Rep Should Not Be

Bad first sales hires often look impressive. That is what makes them dangerous. They have recognizable company names. They speak fluent sales language...
3 min read Free

When Founder-Led Sales Should End Series #6: Who the First Sales Rep Should Be

The first sales rep is not just a seller. They are the first non founder operator inside the revenue motion. That makes the role strange. It requires...
3 min read Free

When Founder-Led Sales Should End Series #5: What Needs to Be True Before You Hire

The decision to hire the first sales rep should feel less like a leap and more like a threshold. Not certainty. Threshold. The company will still be early...

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