On the Table
What actually moves founder-led sales. Nothing held back.
A short letter every couple of weeks on the real middle of founder-led sales, why good deals stall, what actually closes them, and how to build a motion that runs without you. No fluff, no spam. Every issue is also on the blog.
The scaling hire you're about to make is a builder's job
The Head of Sales or fractional VP you're about to hire is a scaler. At founder-led stage you need a builder. Here's the difference, and how to hire so it works.
Read →What a sales motion actually is, and what founders have instead
"Sales motion" gets used constantly and defined almost never. Here's what one actually is, why founder-led sales isn't one yet, and how to tell which you have.
Read →Anatomy of a quietly dying deal
Most deals don't die from a no. They die in the gaps nobody's watching. Here's how a good deal quietly dies, and the three cracks it usually slips through.
Read →What I look for in the first two weeks inside a new company
A behind-the-scenes look at how I diagnose a founder-led sales motion in the first two weeks, what I read, who I listen to, and the gaps I'm hunting for.
Read →What your first SDR needs from you before day one
Most first SDR hires struggle because they're dropped into no motion. Here's what your first SDR actually needs from you before day one, so they ramp instead of flounder.
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