Truth Equals Money

Truth Equals Money

When people ask me about the future of lead generation, the number one idea I raise is that authenticity is becoming a business necessity. Truth equals money, because it builds trust and connection. Anything you’re doing to avoid or ignore painful truths, to hide from...
The Six Keys To Customer Success

The Six Keys To Customer Success

Do you retain 95% of your customers month-to-month? That sounds like something to be proud of—until you do the math. That’s 5% churn per month, or 60% per year. In other words, you have to replace 60% of your revenue every year just to break even. What if you have...
Jason’s 12 Top Mistakes Building Sales Teams

Jason’s 12 Top Mistakes Building Sales Teams

one of the reasons jason lemkin and i teamed up to write “From Impossible To Inevitable” was so that founders at growing companies won’t make the same blunders we did. in this excerpt from the book, jason outlines the top 12 mistakes he made when...
it’s hard to build a big business out of small deals

it’s hard to build a big business out of small deals

Small Deals To Get Started – Big Deals To Grow in this next “From Impossible” excerpt, you’ll see that you can make millions without millions of users… Many entrepreneurs, especially first-time founders, have expectations of what people will...
top 5 things a great sales vp does

top 5 things a great sales vp does

your #1 mis-hire: the VP of sales in so many start-ups – especially Software-As-A-Service (SaaS) / tech, the majority of first VP Sales fail. they don’t even make it 12 months (we’ve heard that the average tenure for VP Sales of early companies in the valley averages...