startups will get so creative on product and then their go-to-market is so mid bring creativity to GTM/sales motion it should be visionary too

startups — sometimes a certain segment/relationship of customer should be sunsetted prob more often than we think … hard to do, but cutting what’s weighing down is a massive net positive

the one challenge I have in sales is enterprise is just slower moving for all obvious reasons … i’d rather move faster on a land and unlock $$$$ value capture on expand — tighter feedback loops and exec. attention getting foot in door as a startup is far more important than

my perspective on Enterprise sales has changed a lot since last 12-months it feels more hand-held/deeply project managed, ‘PLG-like’ ease customer doesn’t lift a finger and it feels so easy for them to experience product value sales and product have never been so tethered

startups -- early-stage sales is truly only for the crazy if they aren't crazy, beware

startups: smb is NOT easier than enterprise yes, yes, yes

i'm so in it ask me anything about early-stage enterprise sales ... taking a short break, go ...

early stage sales is truly not for the faint of heart it requires a level of crazy, obsession, and will or, you’ll be eaten alive by market … no one wants another tool, no one

startups: the enterprise market expects PLG-like experience (easy, no lift, and immediate value) -- and enterprise sales level project management/hand-holding this has incredible implications on sales AND product as they've never been more interlocked than any other time ...

conventional sales wisdom and hires fail startups - it needs to feel so different - it needs to be an angle no one is taking - if there are example(s), it's already too late asking for examples means you're missing the point ... stop asking for examples -- there should be

my shortlist of startup sales learnings over the years ... 1. 0-1 sales talent does not exist. Founders, this is you. 2. Product/market fit is (almost) always found in adjacent markets. Don’t handcuff yourself to Day 1 market vision. 3. The demo should never be focused on the

probably didn't expect this from me, but ... startups have higher odds of success putting someone with no sales experience into an early-stage sales role than someone with sales experience

enterprise startups: turn the executive (buyer) into a user ASAP yes, that means building out value for them, too this largely gets ignored in early days (and beyond) speed to value for user and exec needs to be done in tandem now

startups: free pilots are a net negative free pilots are a net negative free pilots are a net negative