StrategyChoosing sales tools when you are pre-process
Early-stage teams buy tools that assume a process they have not found yet, then blame themselves for low adoption.
StrategyOutbound or inbound: where should we spend?The honest answer depends on a number most teams cannot produce: revenue collected per channel, not leads per channel.
StrategyDesigning a commission structure that does not backfireCommission plans reliably produce exactly the behaviour they reward, including the behaviour you did not intend to reward.
StrategyWhat revenue operations actually meansRevOps is described so broadly that it has stopped meaning anything. The useful definition is narrower and more testable.
StrategyWhen should we hire our first sales rep?Hiring before the process is repeatable transfers the founder's ambiguity to someone with less context and less patience.