A daily conversation I have with technical founders, is how much they drastically underestimate the amount of work and focus required to get GTM right. Writing code and putting something on product hunt isn’t all that is to it.

I am a huge culture geek. I have spent literally hundreds of hours studying it, interviewing people, digging into the underlying psychological and neurological effects, and building frameworks that are hyper-effective. What questions do you have about culture? I'll try to help!

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One of the hardest startup problems for startup founders to diagnose is a PMF problem masquerading as a GTM problem. I've seen so many founders waste months tearing apart their sales/marketing/pricing/positioning…when they should have been tearing apart their product.

Leadership is hard. One of the hardest parts is delegation. How much guidance do you give? When do you do it yourself? When/How to track others to-dos? As a young leader, I wish I had a cheat sheet for delegation. So I wrote one. Read this 🧵 to accelerate your career:

At ClickUp we have 900+ employees in 8 different countries How do we stay productive while working remotely? By working (mostly) ASYNC Here are 8 practices for building async culture in a distributed team:

I have met a lot of high accountability teams. Not one of them talks about accountability. They talk about trust, quality, ideas, experimentation, learning, improving, creating value. Teams I meet that that talk about accountability are political, manipulative, slow, lost.

Small meetings will always outperform large ones, and here's why: A psych concept -> "Diffusion of Responsibility." The more people that are present, the less any *one person* feels responsible to act & shoulder outcomes. Limit attendance at meetings for better performance.

I've edited 3+ million words in 5 years. "Step away for 12 hours, then edit" is elementary advice. Here's the 3-step process pros use to polish drafts to (near) perfection:

It's better to be the wisest person in the room than the smartest. People prove their intelligence by showing what they know. They reveal their wisdom by integrating what everyone knows. Intelligence can be used to advance personal agendas. Wisdom guides groups to shared goals.

seeing a lot of confusion around why layoffs are happening at companies with a lot of cash on the balance sheet. at the risk of getting roasted... here's a TLDR, for both public and private companies

1/ Two of the biggest GTM mistakes I see startups make that lead to missing revenue targets, declining AE productivity, and, ultimately, layoffs:

Steve Jobs was such an incredible communicator. Posting some quotes that struck me from the latest book:

See how much it cost the company for everyone to read a Slack thread.

The best B2B founders spent as much time (if not more) figuring out *who* to solve the problem for as they did figuring out *what* problem to solve. Here's a guide for identifying your ICP (ideal customer profile), based on interviews with 20+ of today's top B2B startups,

Nailing your ICP might be the most important GTM strategy gtmonday.substack.com/p/nailing-your…

6 red flags when interviewing for a growth role, by elena verna open.substack.com/pub/elenaverna…

Strategy, not self-expression: How to decide what to say when giving feedback, by Wes Kao 🏛 newsletter.weskao.com/p/strategy-not…

All the tactics in the world will not overcome the wrong strategy

The Conviction Stack: Why Early GTM Fails (and How to Fix It) by joannalord linkedin.com/pulse/convicti…