Understand the job

What founders use for understand the job, ranked by how many answers lean on it.

1. Podcast · ~85 min Building a world-class sales org Jason Lemkin In 4 answers
2. A rare account of the specific moments a GTM changed shape, from narrowing to cold email agencies, to reversing the demo, to... First Round Review Article · ~25 min read The GTM Inflection Points That Powered Clay to a $1B+ Valuation Varun Anand In 4 answers
3. The longest-running benchmark on SDR quota, ramp, ratios, comp and time to promotion, drawn from hundreds of B2B companies.... The Bridge Group Report · Benchmark report Sales Development (SDR) Metrics and Comp Report The Bridge Group In 4 answers
4. This is where the SDR and AE split came from, and the summary gives you the whole model without the book. The rule that no AE... Predictable Revenue Article · ~15 min read 15-Minute Summary of Predictable Revenue Aaron Ross In 4 answers
5. The most systematic treatment of recurring revenue as an engineered system rather than a set of departments, with 250+... Winning by Design Book · 556 pages Revenue Architecture Jacco van der Kooij In 4 answers
6. Names both failure modes of the founder-to-first-hire handoff, holding on too long and letting go too early, with input from... First Round Review Article · ~20 min read This GTM Leader Crowdsources Early Lessons From Stripe, Figma and More Meka Asonye In 3 answers
7. A concrete checklist for the first closer hire: close 10 to 20 yourself first, hire scrappy over pedigreed, and expect a deal... SaaStr Article · ~6 min read Dear SaaStr: How Do I Make Sure My First 1-2 Sales Reps Are Strong? Jason Lemkin In 3 answers
8. Kirani has backed Freshworks, Chargebee and BrowserStack, and his rule that the product stays horizontal while the GTM goes... SeedToScale (Accel India) Article · ~15 min read How to Build a Clear and Actionable GTM Strategy Shekhar Kirani In 3 answers
9. The whole 400 page book is readable free chapter by chapter, written specifically for founders and first-time sellers rather... foundingsales.com Book · full book, free online Founding Sales: the early stage go-to-market handbook Pete Kazanjy In 3 answers
10. Video · ~30 min How to Get Your First Customers Gustaf Alstromer In 2 answers
11. Instead of theorising about PLG versus sales-led, it lays out what 30 real companies actually did, segment by segment. It is... Lenny's Newsletter Newsletter · ~15 min read GTM motions of 30 B2B SaaS companies Lenny Rachitsky In 2 answers
12. Cuts through the acronym soup of PQL, PQA and MQL and says plainly when a company should add sales on top of self-serve, and... Lenny's Podcast Podcast · ~70 min The ultimate guide to product-led sales Elena Verna In 2 answers
13. Draws the line between RevOps and SalesOps in terms of scope, metrics and tactics, which is the distinction people applying for... Clari Article · ~10 min read Revenue Operations vs. Sales Operations: A Complete Guide Clari In 2 answers
14. Podcast · ~60 min How Khadim Batti Built Whatfix Into a ~$900 Million Global SaaS Leader Khadim Batti In 2 answers
15. Compares direct sales, channel and marketing-led entry for an Indian company going abroad, and makes the case that the US may... Inc42 Article · ~12 min read Indian SaaS And The Art Of Going From Local To Global Sandeep Chawda In 2 answers
16. Covers ICP definition, the PBC structure for running a sales call, pilot design and weekly forecasting in one place, with... First Round Review Article · long read The Most Common Go-to-Market Questions This Expert Gets from Early Founders First Round Review with Emery Rosansky In 2 answers
17. The mistake is not the hire, it is stepping out of sales afterwards, which Lemkin reckons about two thirds of founders do and... SaaStr Article · short read The #1 Mistake I See Founders Make When They Hire Their First VP of Sales Jason Lemkin In 2 answers
18. It makes the point most first-time founders miss, that early on you are selling the founders and the promise that you... Y Combinator Startup Library Video · Talk The Sales Playbook for Founders Tom Blomfield
19. Video · ~30 min How to Talk to Users Eric Migicovsky
20. Abel has coached 300+ early founders through their first sales, and this walks the whole path from cold outreach to procurement... Lenny's Podcast Podcast · ~90 min The ultimate guide to founder-led sales Jen Abel
21. Kazanjy is good on the thing founders skip: the leading indicators that tell you a motion is repeatable before the revenue... Lenny's Podcast Podcast · ~80 min Founder-led sales Pete Kazanjy
22. Taylor is good on the part reps own but rarely get credit for: feeding what you hear on calls back into positioning and... In Depth (First Round Review) Podcast · ~60 min "Everyone wants a silver bullet": selling lessons from Sam Taylor of Dropbox, Quip and now Loom Sam Taylor
23. Evidence instead of folklore: 'did I catch you at a bad time' converts at 2.15% and leading with context converts at over 11%.... Gong Labs Article · ~8 min read The best and worst cold call openers (backed by data from 300M calls) Armand Farrokh
24. A structured curriculum for engineers who have never thought about sales, covering channels, segmentation, quota, comp and... Andreessen Horowitz Video · 16 short videos All Things Sales! 16 Mini-Lessons for Startup Founders Peter Levine

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