Sales
Founder-led B2B sales: qualification, discovery, pilots, pricing, pipeline, closing, and your first sales hire.
Sales6 min
What Is an Ideal Customer Profile (ICP)? With Examples (2026)
An ICP describes the company you sell to, not the person inside it. Here is the …
Sales8 min
Lead Generation for Startups: The Seed-Stage Playbook (2026)
Why the enterprise lead-gen playbook hurts you at 5 people, and the founder-size…
Cornerstone13 min
How to Find Customers for Your Startup (2026)
Finding your first customers is a search problem, not a marketing funnel. Here i…
Sales7 min
How to Define Your ICP: Step-by-Step Template (2026)
A fill-in ICP template plus the discipline to make every field findable, not asp…
Sales7 min
Sales for Introverts: A Technical Founder's Playbook (2026)
Why introverted technical founders outsell polished reps in B2B, and the three f…
Sales6 min
MSA vs SOW vs Order Form: SaaS Contract Docs (2026)
The minimum viable SaaS paper stack is two documents: one MSA plus a one-page or…
Sales7 min
Design Partner Program Startup: Free Pilot to Paid (2026)
Design-partner conversion fails when it was never priced in. Charge from day one…
Sales6 min
Annual vs Monthly SaaS Contracts: What to Sell at Seed (2026)
Sell annual-prepaid from deal one at seed, with three named exceptions and the p…
Sales7 min
Win Loss Analysis for Startups: The Founder's Guide (2026)
The win-loss method for founders with 8-15 deals, not 200: skip surveys, call th…
Sales6 min
When Scaling Founder Led Sales Stops Working (2026)
Stop using 'hire when you have repeatability.' Here are 7 measurable signals tha…
Cornerstone16 min
How to Upsell Existing Customers: Founder Playbook (2026)
Expansion is a contract feature, not a CS activity. Build the upsell path into t…
Sales6 min
Speed to Lead: Handling Inbound Before It Goes Cold (2026)
The 5-minute rule was written for teams with SDR pools. For a 2-person startup t…
Sales8 min
How to Sell to Enterprise as a Startup (2026)
Enterprises buy from 5-person startups every week. The trick is defusing the siz…
Sales7 min
Selling to the C-Suite: A Founder's Playbook (2026)
Never demo to an executive. The one-page business case and the exec-to-exec spon…
Sales7 min
SaaS Renewal Process: A Founder's First-Renewal Playbook (2026)
At 11-50 people the founder is the CS team. Here's the T-minus-90/60/30 renewal …
Sales8 min
SaaS Contract Negotiation: What Founders Wrongly Concede (2026)
The 5 clauses worth fighting in a SaaS contract negotiation, the 10 to concede f…
Sales6 min
How to Respond to an RFP: When to Bid and When to Walk (2026)
Most RFPs are wired for an incumbent. Here is the 10-minute test that tells you …
Sales7 min
Prospect Ghosting After a Verbal Yes: What to Do (2026)
A verbal yes is the moment risk peaks, not the finish line. Here is how to diagn…
Cornerstone15 min
Product Led Sales: Adding a Sales Motion to PLG (2026)
How to layer a sales motion onto product-led growth without killing the self-ser…
Sales7 min
Net 30 vs Net 60 Payment Terms: A Founder's Guide (2026)
Payment terms are a hidden discount you never priced. Here's what net 60 actuall…
Sales7 min
Losing Deals to No Decision: Beating the Status Quo (2026)
Most qualified B2B deals die to inertia, not a competitor. Here is how to quanti…
Sales7 min
How to Sell to Developers: A Founder's Guide (2026)
Developers self-qualify in your docs and free tier. Their manager buys. Here's t…
Sales5 min
Economic Buyer: How to Reach the Person With Budget (2026)
The economic buyer owns budget. Here is the script to reach them without burning…
Sales6 min
How to Build a Champion in Sales: A Founder's Guide (2026)
A champion is someone who has spent political capital for you. Everything else i…
Sales7 min
Sales qualification for founders: frameworks that work (2026)
The founder-sized version of qualification: 4 questions that predict a close, di…
Sales6 min
Sales pipeline and forecasting for founders (2026)
Real stage definitions tied to buyer actions, the coverage ratio you actually ne…
Sales7 min
The sales follow-up system that keeps deals alive (2026)
The one rule that prevents most stalled deals: never leave a call without a sche…
Sales7 min
Running POCs and pilots that convert in 2026
Most POCs die in limbo. Sign success criteria and an end date before the pilot s…
Sales8 min
Procurement, security, and legal in your first enterprise deals (2026)
The part of the enterprise deal nobody warns founders about: security questionna…
Sales8 min
Presenting price and handling discounts on sales calls (2026)
Say the price out loud without flinching, trade every discount for a get, and kn…
Sales7 min
Onboarding your first AE: the founder-to-rep handoff (2026)
What to document from your own selling before your first rep starts, the 30-60-9…
Sales6 min
Multithreading in B2B sales: the buying committee (2026)
Your deal dies when your champion goes quiet. Here is how to reach the economic …
Cornerstone16 min
Closing B2B deals: mutual action plans to signature (2026)
Stop treating the close as a moment. The mutual action plan that turns hope into…
Cornerstone18 min
Build a repeatable B2B sales process at seed (2026)
The exact point to convert instinctive founder-led selling into a written, repea…