10 Mistakes That Kill Startup Sales
When you’re running a startup, every sales conversation carries weight. One deal can shape your runway, your credibility in the market, and even your ability to raise the next round. The product matters, but what buyers are really testing is you. They are asking: Can I trust this founder and this team to deliver? Trust […]
Why Ego Kills Startup Go-to-Market Plans
The Quiet Reason Go-to-Market Plans Collapse A startup can have a groundbreaking product, a brilliant sales team, and a marketing plan that looks bulletproof on paper, and still watch its go-to-market (GTM) strategy implode. It happens more often than founders admit, especially in B2B tech startups. The common culprit isn’t lack of funding, bad timing, […]
Why Curious B2B Tech Marketing Teams Outperform
Two B2B Tech Marketing Teams Both have the same budget, tech stack, and target market. One steadily grows. The other stalls. The difference isn’t the tools they use or the number of campaigns they run. It’s how they think. The outperforming team treats marketing not as a checklist of tactics, but as an ongoing investigation. […]
Fractional Revenue Teams Drive Revenue Growth
The SaaS Growth Pattern You’re Not Seeing A growing SaaS company we ran into had all the right ingredients. The product solved a real problem. Sales leadership was experienced. Marketing was generating leads. Customer success was responsive and professional. Yet growth slowed to a crawl. The leadership team spent months reviewing metrics, adjusting campaigns, and […]
Individual Goals Break the Revenue Team
Why Smart Startups Treat Alignment as a System, Not a Slogan The marketing team hits its lead quota, but sales says they’re unqualified. Sales exceeds bookings, but customer success struggles with churn. Everyone’s working hard. Everyone’s doing their job. And yet revenue growth stalls…or becomes painfully unpredictable. Why? Because individual goals were optimized at the […]
Trust Between Marketing and Sales
Growth is rarely a straight line. It is also rarely achieved alone. For many companies, the biggest roadblock to revenue growth is not market conditions or product fit; it is the strained relationship between two functions tasked with generating that growth: marketing and sales. Marketing complains about sales follow-through. Sales complains about lead quality. Both […]
A Revenue Team That Challenges Itself Closes More
Want a Smarter Revenue Team? Make Them Disagree Most conversations about building a high‑performing revenue team focus on tools, processes, and metrics. But there’s a deeper, often overlooked truth: your team’s ability to challenge customers with fresh insight depends directly on how well they challenge each other internally. Complex sales require more than slick pitches […]
Founder-Led vs Outsourced Sales for Startups: Shared History
It’s a False Binary Founder-led or outsourced sales. Pick one. The common wisdom says only the founder can sell early on. This idea gets passed around so often, it feels like gospel. And for good reason. Founders are often the most compelling advocates for their vision. They speak with conviction about the product or service, […]
Feedback That Fuels (Not Fractures) Your Revenue Team
Startups live and die by feedback. Your early revenue team must learn faster than the market shifts, and feedback is how you close that gap. The best sales plays come not from theory but from rapid iteration: watching what worked, what didn’t, and why. But here’s the catch: the very people who thrive in complex […]
Hiding the Wrong Things from Your Revenue Team
Hidden truths are expensive Founders can believe that shielding their teams from messy realities like product weaknesses, onboarding gaps, or strategic uncertainty, protects morale and keeps everyone focused. But in truth, the cost of selective secrecy is trust. And when trust breaks inside your revenue team, it doesn’t just slow growth; it impacts everything from […]