Sales, Marketing, and Go-To-Market Strategy
Look around. There’s plenty of sales and marketing advice on the internet these days. But most of it isn’t that good.
It's either too theoretical to actually use, or it's written by people who haven't really had to use their own frameworks to make businesses better.
I spend my days working directly with sales and marketing teams inside my portfolio companies - watching what works, what doesn't, and what makes the difference between teams that hit their numbers and teams that don't. The posts below are about the stuff that seems to work for them: the messaging frameworks that actually get prospects to pay attention, the positioning work that makes selling easier, the simple reporting approaches that help you take advantage of your data without drowning in it, and the practical systems that turn good sales teams into great ones.
No fluffy theory. No outdated playbooks. Just the tactics and strategies I'm using right now with teams that are actually closing deals.
Keeping GTM Strategy Simple
How CEOs Should Think About Growth - There are only a handful of things you can do to grow faster. The trick is going all-in on just one.
Amateurs, Professionals, and the Ideal Customer Profile - Defining your ICP is actually pretty easy - but it's what comes next that counts
Messaging, Positioning, and Getting to Know Your Customers
Studying Humans - How to become a student of what your customers care about
Discovered, Not Decided - How talking to customers prevents a classic GTM mistake
The Truth Is Out There - How to put the customer back in the center of your growth plan
Clarity As Strategy - The underappreciated, story-based path to faster growth
What Your Message Is Missing - How to inject authentic POV into your sales pitch
Breaking Down The Buyer Persona - A persona-building framework that's actually useful
Building a High-Performing Sales Team
What CEOs Should Expect From Their Sales Leader - The hiring + assessment checklist for the one position you can't afford to get wrong
Why Sales Sucks - The three problems holding your sales team back (and giving a great career a bad name)
The Two Most Important Sentences In Sales - The simple first-call framework that cuts through all the sales complexity
How to Write Prospecting Emails That Don’t Suck - Six rules for standing out in a world of terrible outbound
Metrics, KPIs, and Becoming a Data-Driven Leader
What Data-Driven Leaders Do Differently - The #1 leadership quality we look for in PE-backed executives (and how to test for it)
The X-Ray Effect - The stuff you notice after you start measuring your GTM motion
Revops + GTM Tech Stacks
The Minimum Effective Sales Tech Stack - The only 5 pieces of sales tech you need (and how to get more out of what you already have)
Getting Started With Sales Engagement - The six cadences you need to get your auto-outreach going