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Founders, when you are selling your first few dozen customers, always be raising your prices. Was your first customer $99 a month? After you’ve gotten them on boarded and to success, the next prospect should be quoted $199. Did you successfully close somebody for $25,000 a

Founders: Use your title as your superpower in outbound. I assure you, prospects don't fully understand how miserable being an early stage founder is. The title and fundraising seem glamorous and high status. Use that to your advantage in outbound when asking for meetings.

Did my first Founder-Led Sales Stories podcast the other day and it was beyond fun. Going to be doing way more in the future. open.spotify.com/episode/2XyO2e…

The kiddo loves order of operations on the Daylight.

Congrats team Delve!

Larry Ellison is the man. Oracle is the only hyper scaler that is unlikely to have a dog in the fight at the model level. OpenAI doesn’t want to fire cash at Google, AWS, or Microsoft any more than they have to.

Founders: Structure your sales evidence portfolio: Level 1: Market stats (3rd party) Level 2: Platform metrics (your data) Level 3: Customer results (case studies) Level 4: Financial validation (ROI studies) Level 5: Reference customers (calls) Build from general to specific.

Founders: Break down your ROI story in layers: Hard Savings: - Labor hours: $X - Error reduction: $Y - Speed gains: $Z Soft Benefits: - Employee satisfaction - Customer experience - Market position Total Value: Show 5-10x your price

Founders: Price testing framework: Phase 1: 10 deals at price X Phase 2: 10 deals at 1.3X Phase 3: 10 deals at 1.6X Measure: - Close rates - Sales cycle length - Customer satisfaction Stop raising prices when win rate drops below 20%.

One of the most effective things you can teach your kids / employees is “the kind of person who does X.” If someone is chronically late to work, their work is going to be chronically late. The kind of impulsive, non-disciplined person who chooses to illegally park while

It’s Zohran.

Founders: Your narrative needs 3 clear parts for each competitor: 1. Where they excel: 'Great for basic task management' 2. Where they fall short: 'Struggles with complex workflows' 3. Why you're better: 'Built for enterprise process automation' Show you understand the full

Founders: Gap analysis template for your narrative: Current state costs: - Manual labor: $X/month - Error rate: Y% - Time delays: Z days Your solution delivers: - 80% labor reduction - 95% error reduction - Same-day completion Quantify the delta.

This is like the dude on Twitter that says he "worked in M&A at Google" - but he actually worked in HR integrating acquisitions. Totally important role - definitely not "in M&A" at Google. You should make fun of people who steal valor.

Boys, couldn’t we have come up with a friendlier name here? Do we really need to be painting targets on our own backs?

Founders: Break down feature value in customer terms: Instead of: 'Advanced API' Say: '4 hour integration vs 2 week custom build' Instead of: 'Machine learning engine' Say: '85% reduction in false positives' Translate tech into outcomes.

Every time I touch AngelList product I’m reminded of how they don’t have product managers and instead just give all the engineers extra adderall and ketamine to wing it.

It’s always the same thing. Burn the witch. Kill the autist. But keep the fire and wheel he invented.