Customer belief drives action. If they believe your product is the solution, they’ll take the necessary steps. Focus on nurturing belief to drive momentum.

Gut feel can take you far, but when you hit $5M ARR, it’s all about the data. Start leveraging it to scale your SaaS—knowing where each dollar goes and how it performs is critical.

Quick fixes (“chocolate”) help your customers today, but long-term growth comes from sustainable solutions (“broccoli”). Address immediate pain points, then earn trust for more.

High churn? Start solving it with better sales alignment, not just product changes. Set the right expectations, support customers through activation, and refine the product after.

Instead of focusing on cutting expenses, shift your mindset to increasing your earning potential. If you triple your income, the small stuff takes care of itself.

If a sales rep isn’t delivering in the first 8 weeks, try this: 1. Track their activity. 2. Set clear benchmarks. 3. Implement daily stand-ups. If nothing changes, it’s time to consider moving on.

Your website is not a “set it and forget it” project. It’s a critical part of your sales funnel that needs regular updates and optimization. Treat it like a process, not a one-time task, and watch your growth soar.

The best time to ask for a customer testimonial? Right after they’ve had a win. Start small, build trust, and ask for more over time.

Content marketing has two main buckets: 1. Funnel content to guide buying decisions 2. Channel content to drive traffic Both are essential for growth.

Creating awareness content? Ask prospects what pain led them to search, then create content using those exact words. Meet them where they are.

Content marketing tip: Create content in the format your ideal customer prefers. Meet them where they are, and reduce friction in the funnel.

Video content is becoming essential. Buyers crave authenticity and do research through video-first formats. Don’t rely on text alone to connect.

Founder-driven content > brand content. It’s more relatable, effective, and builds a stronger brand—and a stronger founder.

Cold emails are competitive. Go hyper-personalized with a Dream 100 list, and lead with value using a strong lead magnet.

Fix revenue issues from the bottom up. Start with your close rate—plug leaks at the bottom of the funnel before driving more traffic.

Zendesk’s Demo on Demand is one of the best I’ve seen. While waiting for a sales rep, their “choose your own adventure” videos kept me engaged and informed.

Founders: Don’t outsource the decision of what content to create. Stay involved as the tastemaker to ensure it resonates with your ideal customer.

Sales tip: BAMFAM (Book a Meeting from a Meeting). If you can’t close, secure a follow-up before ending the call. Keep the process moving forward.

Regularly reevaluate your SaaS pricing. Aligning plans with actual customer use reduces churn risk and boosts expansion revenue.

Fix activation issues by increasing customer commitment at purchase. Higher stakes lead to higher follow-through and engagement.