Every resource, in one place

The whole library rather than one question's worth: essays, podcasts, videos, playbooks and tools, each with a reason it earned its place and, where we could read it, what's actually in it.

37 match. Clear filters

1. 1
   🎧The power of strategic narrative | Andy Raskin in 9 answers Raskin explains why a narrative is a leadership artifact, not a marketing one, and why sales teams tell a bad story when the CEO never gave them a good one. The long form version of the sales deck essay. Lenny's Podcast
2. 2
   🎧Bootstrapping and Messaging: Peep Laja on growing CXL and Wynter in 6 answers Laja built a business on testing B2B messaging with real buyers, and here he explains how he balances the what and the why in a single line. Useful before you commit a category name to the homepage. Grow & Tell
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   🎧How to Master B2B Positioning with Anthony Pierri (Fletch PMM) in 6 answers Pierri has done this on hundreds of early stage homepages, so the advice is unusually concrete: say when someone would use the product, not just the outcome. Good antidote to abstract category language. Exit Five
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   🎧April Dunford on product positioning, segmentation, and optimizing your sales process in 5 answers The clearest single hour on how positioning, segmentation and personas differ and how they connect to the sales call. Dunford has done this with 200+ companies including Postman, so the examples are concrete. Lenny's Podcast
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   🎧HubSpot: An Underdog Helps Invent Modern Marketing, and Then Takes on Goliath in 5 answers The founders describe coining inbound marketing as an old game versus new game framing, then choosing SMB over enterprise to defend it. Category creation and segment choice told as one decision, which is how it actually works. Crucible Moments
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   🎧"Everyone wants a silver bullet": selling lessons from Sam Taylor of Dropbox, Quip and now Loom in 3 answers Taylor is good on the part reps own but rarely get credit for: feeding what you hear on calls back into positioning and pricing. Also honest about competing when the alternative is a free tool from Google or Microsoft. In Depth (First Round Review)
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   🎧How to become a category pirate | Christopher Lochhead in 3 answers Lochhead walks through frame it, name it, claim it, and is unusually direct about the better trap of competing on incremental product improvement. Good for hearing category design argued by the person who named it. Lenny's Podcast
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   🎧The ultimate guide to adding a PLG motion | Hila Qu (Reforge, GitLab) in 3 answers The funnel audit method Hila describes here is the single most useful thing to run in your first month on a PLG team, and hearing her talk through it is faster than reading a framework. Lenny's Podcast
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   🎧Mastering onboarding | Lauryn Isford (Head of Growth at Airtable) in 2 answers Isford's team found Airtable's aha moment and lifted activation about 20 percent by rebuilding onboarding around it, so this is the search this question describes, done on a real product with the numbers named. Lenny's Podcast
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    🎧The ultimate guide to performance marketing in 2 answers Shopify's performance marketing lead on channel order (Google search first, LinkedIn reserved for tight B2B targeting because of cost), team structure and incrementality. The rare paid conversation that is not selling you an agency. Lenny's Newsletter
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    🎧The ultimate guide to product-led sales in 2 answers 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 what data you need first. The best explanation of the hybrid motion most companies end up with. Lenny's Podcast
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    🎧#42 How to Build an Effective Sales Territory Plan - with Jeremy Donovan (Insight Partners) in 1 answer Jeremy Donovan has carved territories across dozens of Insight portfolio companies, so he speaks to the political half of the problem as much as the maths: balancing on potential rather than account count, and how to bring reps into the design before you publish it. Weflow
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    🎧025 Category Creation & Category Design: A New Lens On Business in 1 answer Two ideas you can use immediately: category names come before company names, and reading acquisition news as the purchase of a category position rather than a company. Lochhead on Marketing
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    🎧10 growth tactics that never work | Elena Verna (Amplitude, Miro, Dropbox, SurveyMonkey) in 1 answer An anti-pattern list is more useful than another list of tactics, and this one includes the 18 month model refresh and the million dollar ARR threshold for hiring growth. Lenny's Podcast
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    🎧a16z Podcast: Creating a Category, from Pricing to Positioning in 1 answer Rare conversation that ties category creation directly to pricing power and to reading real product market fit signals in enterprise deals. Useful when you are deciding whether to spend on a category play at all. a16z
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    🎧Ambient Strategy's April Dunford on what marketers get wrong about positioning in 1 answer Has the diagnostic that is genuinely useful: if people cannot tell what you do, or you get compared to the wrong competitors, your positioning is broken. Transcript included if you would rather read. Intercom
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    🎧Are SPIFs Actually Worth It? in 1 answer A sales leader takes the sceptical side of the question head on: why most contests burn money, and what separates the ones that move a number from the ones that just train people to wait. Short enough to listen to before you design your next one. Riding the Big Wheel Podcast
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    🎧Christopher Lochhead, Friend to the Different, Category Design, Author & Pirate, Arrr in 1 answer The long form version, where he makes the harder argument that being different is a discipline you have to hold under pressure, not a positioning exercise you do once. The G&T Sessions Podcast
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    🎧Don't review messaging internally, message test instead w/ Peep Laja in 1 answer The title is the answer to your question, and Laja built Wynter because he got tired of the most senior opinion winning. He walks through how the testing is run and what you ask, so you can end the argument this week. We're Not Marketers
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    🎧Founder-led sales in 1 answer Kazanjy is good on the thing founders skip: the leading indicators that tell you a motion is repeatable before the revenue does. Also the best short argument for hiring junior first rather than a VP. Lenny's Podcast
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    🎧From Coffee Trader to $250M VC: Manav Garg, Together Fund in 1 answer The concrete deal sizes behind the theory, and the clearest illustration of domain fluency as a moat: he could speak commodity traders' language because he had been one. The Founder Thesis Podcast
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    🎧How Multithreading Closes More Enterprise Deals | iQ² Ep. 1 in 1 answer Gong's articles give you the numbers on single threaded deals. This is two sellers on what widening an account looks like in practice, including how to bring other people in through your champion rather than around them. LeadIQ
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    🎧How to build a powerful marketing machine | Emily Kramer (Asana, Carta, MKT1) in 1 answer Kramer talking through when to hire, why to start with a generalist, and why product marketer and growth marketer are genuinely different skill sets rather than titles. Lenny's Podcast
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    🎧How to build RevOps for hypergrowth (w/ Sean Lane, Founding Partner, Minot Light Consulting) in 1 answer Sean Lane built RevOps at Drift and now advises companies on the same call, so he is direct about what a first ops hire should own and what happens when you hire junior first. The written answer states the rule, this is the reasoning behind it. The Revenue Formula
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    🎧How to Scale Revenue With a "Land & Expand" Model (Eleanor Dorfman, ReTool) in 1 answer Retool's revenue lead on the signals that mark an account as ready, and how she profiles past expansions to build the list. Concrete about usage thresholds and second teams showing up, which is exactly what this question asks you to look for. 30 Minutes to President’s Club
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    🎧How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room) in 1 answer Twenty seven minutes on how a working seller decides which of thousands of cold accounts to touch this week, based on signals rather than a list. It is the how-to that sits under the trigger lists in the articles above. 30 Minutes to President's Club
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    🎧HubSpot: An Underdog Helps Invent Modern Marketing, and Then Takes on Goliath in 1 answer The best source for how the idea became the moat, including that Dharmesh Shah's hobby blog was the proof of concept for the entire inbound thesis before HubSpot existed. Crucible Moments, Sequoia Capital
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    🎧Overcoming Customer Indecision and Challenging Conventional Sales Wisdom with Matt Dixon in 1 answer Matt Dixon's research on recorded sales calls found that most lost deals are not lost to a competitor, they are lost to a buyer who cannot decide. If your demos land well and the deal then goes quiet, this conversation explains what is really happening and how to lower the buyer's fear of choosing wrong. April Dunford
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    🎧Pipeline coverage is worthless in 1 answer A deliberately blunt case that a coverage number tells you nothing about whether the pipeline underneath it is real, which is precisely the question here. Pairs with the ageing and three tests approach in the answer. The Revenue Formula
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    🎧Reducing customer churn - Andrew Michael on The Product Experience in 1 answer Andrew Michael has interviewed hundreds of teams about churn, so he is good on the difference between a churn report and a churn practice. He is blunt that most teams stop at the number and never turn it into a short list of owned changes. Mind the Product
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    🎧The Architect of Onboarding: Srikrishnan Ganesan and the Rise of Rocketlane in 1 answer The research that came before the product is quantified here: 80 plus customer interviews, more than 200 hours of recorded calls, and Preflight passing 1,200 members. The Founder Thesis Podcast
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    🎧The surprising place to find your business idea in 1 answer It contains the single cleanest proof of the no US sales team claim: the first paying customer was Atwell College in Australia, in June 2011, signed up with zero sales contact. Mixergy
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    🎧What to do when your champion LEAVES! | The Customer Success Hotline #1 in 1 answer Two working CS leaders talking through the first 48 hours, including what to say in the note to the incoming contact and what not to ask for yet. It is the tone of the outreach that decides this, and tone is easier to hear than to read. Lifetime Value: The Customer Success Channel
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    🎧Why 70% of Your Pipeline is Outside Your ICP with Dan Sperring in 1 answer Your exact problem, named in the title, treated as a measurable one rather than a discipline lecture. Sperring works through how off-ICP pipeline hurts retention and expansion later, which is the argument you need when someone asks why you are not chasing a warm lead. Force Management
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    🎧Why Channel Partners Drive 3X Higher Win Rates, The Hidden Data with Alex Rich in 1 answer The fastest way to stop an AE seeing partners as a threat is data showing partner attached deals win more often, and this episode digs into exactly that data. Useful ammunition before you write the comp rules the answer recommends. Fullcast
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    🎧Why PLG suck, and how to fix it (with Wes Bush) in 1 answer A diagnostic conversation about where self-serve funnels leak, which backs the answer's instruction to leave the pricing page alone and go looking at activation first. The Revenue Formula
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    🎧Why Your Free Trial Isn’t Converting, and How to Fix It with PLG in 1 answer Trial conversion without the nagging is mostly about timing prompts to what the user just did and setting trial length off your real time to value. This episode goes through both in detail. ProductLed Podcast