At the end of last year, a founder I know decided his company would be a failure if they didn't reach a $100M valuation in 2026. They had about $2M in revenue. It sounds dramatic, but this is the standard more and more founders are holding themselves to. 10X in Year 1, $100M by Year 3. Anything l...

In my first enterprise sales role, I’d spend over a year chasing logos. Maersk. Target. Walmart. Ralph Lauren. Home Depot.  I’d get so excited about the potential with these companies and what it would mean for my startup to have them as a customer.  Meanwhile, the deals that were closing every m...

  Last month, a founder needed help generating more pipeline. I started by asking what they'd already been doing and what kind of results they were getting. They were running pretty consistent outbound campaigns to their ICP. Copy was decent, they were doing the work.  And... the response rate wa...

A founder booked a call with me last week. She mentioned they'd just let go of their second sales hire in 18 months and weren’t sure where to go next.  "I keep hiring the wrong people," she said. "They had great backgrounds and have done this before. But they just... couldn't figure it out. Am I ...