THE PHASE 2 PROBLEM A few months ago hanging out with Dan Robinson, we started talking about a younger startup founder we both knew. This founder was determined that his startup would first solve a specific hard problem, and then it would solve a related, but tangential

FIXING THE CRM MESS “Something is rotten in the state of Denmark” – Hamlet Say you’re an early-stage B2B first-time founder/CEO. Early outreach is a mess. You learn customer discovery and sales like students learn a language— awkwardly. You’re juggling Apollo, multiple

7yo asking me when cars, roads, and hotels were invented. Time to introduce him to Civilization….

THE DAY I GAVE UP ON SALESFORCE The day I gave up on Salesforce I was just trying to do some data validation. A bunch of Gatsby’s records were in the wrong state and their MQL_DATE was later than their SQL_DATE so I figured I’d just compare the two fields to each other in SOQL,

Social technologies have always spread faster than pure efficiency technologies

Lots of interesting analogies between managing a sales pipeline and managing engineering work-in-progress

SALES PIPELINE MANAGEMENT FOR ENGINEERS TURNED FOUNDER/CEO Let’s just whiteboard this thing. Sales has three stages: prospecting, nurturing, and pipeline. Prospecting is the beginning of the sales funnel. It’s the process of making contact, and talking, with someone about your

Sometimes people ask what it's like to knock doors every day. Once you get used to it you look a lot like Trevor, you end your days exhausted but enthusiastic.

React showed what web frameworks can be when unburdened by what has been.

Great sales teams today are building quant & dev capabilities. What the 2010s were for marketing orgs, the 2020s will be for sales orgs

After Navalny was poisoned he called a chemist on the team that did it, pretending to be a high-ranking Kremlin official. He asks the guy how he rates his manager and colleagues. Chemist: "Very highly." Navalny: "So if you rank them highly, why did the operation fail?"

This is what peak web design looks like

Curiosity is how you find levers.

New customer acquisition tactic just dropped