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Greenhouse

1 recommend/use · 5 sourced episodes

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Marketing3 steps

Become a Value-Added Advisor with Cross-Section Data

Turn the industry data only you can see into exclusive insight that keeps customers from churning.

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Leadership5 steps

Brain-Dump, Group, Vote, Single-Author (Company Values Workshop)

Crowdsource the raw material for values, but never write the definitions by committee

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Innovation4 steps

Change the Rules of the Game

When the game is rigged against you, don't optimize — invent a new model.

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Strategy4 steps

Conservative Plan with Milestone Unlocks

Plan for the downside, then let pre-agreed milestones unlock the budget to accelerate.

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Marketing5 steps

Dual-Track Category Building (Sell Into Today's Budget, Build Tomorrow's Category)

Rank in the funded category you already fit while running a long-tail campaign to shift the market to your new one

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Communication6 steps

Energy-Aligned Writing

Write only what energises you, only what overlaps your job, and publish nearly all of it.

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Leadership5 steps

Hire the Deputy, Not the VP

Hire two gritty early-stage sellers from an analogous company, not a professionally rich VP.

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Productivity5 steps

Imperfect Metrics as Education

Report an imperfect engineering metric on purpose, then use every question about it to educate upward.

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Leadership3 steps

Move Your Best Closers to Customer Success

In a downturn, patch the leaky bucket — put your top reps on keeping the customers you already have.

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Marketing6 steps

Rebrand as a Product Development Process

Run a rebrand with sprint teams, owners, and transparency — not as a marketing reveal

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Sales4 steps

Retention-Aligned Sales Compensation

Pay reps for customers who stay, renew, and expand — not just for the logo they closed.

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Strategy5 steps

Stocks-and-Flows Pipeline Diagnosis

Model any org process as stocks and flows, then find where reality disagrees with the model.

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Influence4 steps

Teach, Don't Pitch: The Buyer-Research Cold Open

Do research so good the buyer can't ignore it — give insight, not a sales pitch.

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Sales5 steps

The A+ Middler and the Next Step

Founders are already elite at the middle of a sale — the only skill to add is never leaving a meeting without a next step.

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Strategy5 steps

The Boring Engineering Strategy

Write the strategy down, get the diagnosis honest, then constrain options so energy goes to what matters.

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Marketing5 steps

The Category Creation Go/No-Go Test

Four checks — budget, buyer language, competition, and vision scope — decide whether to invent a category or win an existing one

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Sales5 steps

The Consultant With a Predilection

Be a consultant who favours one solution: yours. Disqualify hard, let discovery persuade.

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Finance5 steps

The Early-Stage Sales Comp Ramp

Pay 50/50, give away 100% of quarter-one bookings, then hold reps to closing 3-5x their take-home.

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Marketing4 steps

The Four-Channel Category Rollout

Customer language, PR testing, analyst/directory validation, and content — the mechanics of making a category real

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Sales4 steps

The Harder-to-Sell Heuristic

Only hire reps whose last product was harder to sell than yours — never easier.

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Leadership4 steps

The Honest-Applicable-Reversible Values Test

Three tests that separate values which drive decisions from values that just describe your self-image.

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Leadership5 steps

The Leading-Indicator Ramp Scorecard

Judge a new seller each month on the indicator due that month, not on bookings.

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Sales5 steps

The Sales Motion as Source Code

Treat the pitch like a codebase: run cohorts of 10, patch the bug the prospect found, redeploy.

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Strategy5 steps

The Sales Roadmap Budget

Give sales a fixed quarterly slice of the roadmap — say 10% of story points — and make them force-rank it.

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Sales5 steps

The Second-Date Funnel

Win rate is a lagging indicator. Manage the meeting-to-meeting conversions like dates.

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Sales6 steps

The Selling While Loop

Sell it yourself until it reliably runs on your local, then package it and ship it to other brains.

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Sales5 steps

The Sell-Me-This-App Interview

Make every sales candidate demo your actual product before you hire them — no exceptions.

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Leadership5 steps

The Shared-Fate EM/PM Pair

Give the eng manager and PM the same performance rating, and make them understand before they argue.

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Innovation5 steps

The Two Paths to Opinionated Software

Either encode a best practice that already exists without technology, or teach a better way and enforce it in the product

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Marketing5 steps

The Values-Encoded Brand System

Build the brand as a system whose elements each encode a company value, so every touchpoint stays on-brand without training

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Strategy5 steps

The VP of Free

Somebody must be the champion of the users who never pay — and it can only be product and the founders.

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Sales5 steps

The "Would I Buy From Them?" First-Rep Test

Hire your first two sales reps on one gut criterion: would you buy your own product from them?

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Leadership5 steps

The Written Screen Job Simulation

Send a shared doc of a dozen easy questions. Half the candidates disqualify themselves.

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Communication5 steps

Turbo Rapport and Sales Scales

Sales is a set of drills, not a birthright — practise your scales on baristas and bartenders.

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Leadership5 steps

Two-Reps-Then-VP (The 3-to-300 Rule)

Never hire a VP of Sales until two reps are hitting quota — and never hire one who won't carry a bag.

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Sales4 steps

Warm-Intro-via-Text Closing Play

Host a customers-only event, harvest referrals, and convert them over text — not email.

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