How the best do it
How great operators think
The mental models, the judgment calls, and the non-obvious moves behind good go-to-market.
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What does April Dunford say most teams get wrong about positioning?
Dunford's core claim, after working with over 300 technology companies, is that positioning is not a tagline, not branding, and not messaging. It i...
When should you add a sales team on top of a self serve product, and how do you avoid breaking it?
Elena Verna's rule is that most companies do this too soon and for the wrong reasons. The signals that sales will actually help are an average orde...
When does a founder stop selling personally, and why do the best ones hire two reps instead of one?
Jason Lemkin's marker is that the founder closes the first batch themselves, roughly the first ten customers, because if you have not done it you w...
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