Between 75 and 95 percent of new products fail. Harvard Business School professor Clayton Christensen put that number into widespread circulation, and subsequent launches have not challenged it. For funded… Read More
Most tech CEOs hire salespeople the same way they hire engineers. Post a job description. Screen resumes. Conduct interviews. Hire whoever “feels right.” Then 6 months later, they’re scrambling to… Read More
Your sales coaching isn’t working. Not because you’re bad at it. Not because your team lacks talent. But because you’re following the same broken playbook every sales leader uses: trying… Read More
Most B2B tech CEOs believe their brand stands out. They’re wrong. After ghostwriting positioning strategies for dozens of funded startups, I’ve watched the same pattern repeat. Executives point to their… Read More
Most SaaS companies approach pricing like a math problem. They calculate costs, add margin, check competitor rates, and pick a number. Mike Moll learned this lesson the hard way when… Read More
Stop me if you’ve heard this one before. A startup raises a Series A. Immediately hires 15 people. Rents a fancy office. Adds unlimited PTO, catered lunches, and a ping-pong… Read More