Playbooks
Measuring What Matters—Sales Metrics
Choosing the right sales metrics is vital for startup success. Identify which you should prioritize in this article.
Playbooks
Aligning Incentives—Sales Rep Metrics and Compensation
Learn how to shape your early-stage sales team and create effective compensation plans for lasting success.
Playbooks
Mastering the Series A: Essential Strategies for Founders
A successful Series A process has a lot of moving parts, and getting the attention of investors in the current fundraising landscape requires doing each part well.
Playbooks
Breaking Bad News: A Founder’s Guide
Most founders know how to convey the good news to their team and investors—that’s easy. But when it comes to delivering bad news, that’s where things can become much more of a challenge.
Playbooks
Covering Bases—The Buying Influences
In the evolving world of B2B sales, a core concept that stands the test of time is “Buying Influences.” After creating your ICP, it’s critical to understand the different buying influences that will impact the decision-making process.
Playbooks
Taking Shots—Lead Generation
While conversion is essential in sales, lead generation is a numbers game and your machine must be equipped to handle it. This article will be a how-to guide for building that machine. There are two main approaches to lead generation: inbound and outbound sales.
Playbooks
The Power of Precision—Crafting Your Ideal Customer Profile
From pain points to personas: A comprehensive guide to mapping your ICP and understanding buyer behavior.