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 Gong's call data actually say top sellers do differently in discovery?
Gong analysed over 519,000 B2B sales calls and found that success peaks when a rep asks roughly 11 to 14 targeted questions on a discovery call, an...
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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