🤯 “very few people’s voices are both consistently insightful & unique enough to warrant a direct line in a particular voice on a daily topic to abroad audience.” -Tomasz Tunguz

When you scale your team, complexity hides in headcount. Simplify roles. Narrow the scope. Specialize. Clarity wins.

Outbound sales is more than a volume game. Treat it like product marketing. Messaging fit with the market matters a whole lot. And your list is the strategy.

Every hiring miss is a sign that your hiring system needs work. When you make a bad-fit hire, it’s painful. But before you hire again, fix the interview process. Focus on the values and characteristics that you hire for.

Don't confuse activity for progress. Measure outcomes in addition to inputs.

Sales managers should carry a bag. For a little while at least. If you can’t close, you can’t coach.

Good comp plans reward behavior you want repeated. Make that behavior obvious and celebrate the bright spots.

“Document what great looks like: record your best calls, capture the language that resonates, write down the phrases that make you cringe. When GTM moves fast, they need rails to run on.”

If you can’t close, you can’t coach. Too many new sales managers skip the hardest part of the job: selling products or services to potential customers. You have to stay close to the work. I see it so often. The moment a rep gets promoted to sales manager: They stop selling.

It seems like CROs and VPs of sales are seeing product teams move faster, which is great and also obvious because building more and better software is cheap and you can iterate fast. But sales teams are getting a ton of pressure to grow quickly, because there are so many AI

I need to get a new iPhone case. I somehow wear through them every 6 months. What is your favorite slim case? I don’t like otterbox, too clunky.

Most outbound fails because it's lazy. But I'm seeing Vertical AI companies doing numbers with outbound. Let me explain: The game has changed for outbound sales. We can all feel it. Inboxes are overflowing, deliverability is down, cold calls go straight to voicemail, your

Just found out that you can buy Reebok Pumps for about $100 at Walmart. This feels like the deal of the century. Aren't the 90s back?!

Good or lucky? People ask about my time at Levelset since we were acquired. They see the outcome and want to know how we got there. I've talked and written a ton online about my journey and the many things we learned along the way. But the honest answer is… I’m still not sure

End of the quarter is crunch time for founders. I've survived every quarter for the last 12 years. Here's the easiest way to know if an opportunity is going to close: If there’s no activity, there’s no deal. Founders and sales leaders are coming through pipeline and updating

These new QSBS rules are wild. No better time to start a business.