Newsletter Archive
Weekly insights, strategies, and tactics delivered every Tuesday. Each issue is a 5-minute read packed with actionable GTM playbooks.
Enterprise Pricing Strategies: How to Price for $1M+ Deals
The pricing frameworks I've used to close $100M+ in enterprise deals. Real examples and strategies that work.
Building a Repeatable Sales Process: From Founder-Led to Revenue Machine
How to turn your founder's sales magic into a repeatable process that scales. The exact framework I used at Hortonworks, Cockroach Labs, and StarTree.
How to Handle Enterprise Sales Objections: The Playbook That Works
The exact objection-handling framework I've used to close $100M+ in enterprise deals. Real examples from Hortonworks, Cockroach Labs, and StarTree.
Enterprise GTM Systems & Tools: The Tech Stack That Scales
Complete tech stack for enterprise GTM teams. CRM, sales enablement, revenue operations, and tools used by companies like Hortonworks and Cockroach Labs.
Enterprise GTM Hiring Playbook: Job Descriptions & Hiring Framework
Complete job descriptions and hiring framework for building an enterprise GTM team. Roles, responsibilities, and interview processes for scaling from $0 to $100M+ ARR.
Org Chart Decisions: Mapping the Enterprise Buying Committee
How to navigate complex enterprise buying committees and identify decision makers. Framework for mapping stakeholders and accelerating deals.
MEDDIC: The Qualification Framework That Turned 35% Close Rates Into 82%
How to qualify enterprise deals ruthlessly using MEDDIC. Real examples from scaling three companies to $100M+ ARR.
The HUNT Framework: A Deep Dive into Enterprise Prospecting
How to systematically identify, qualify, and convert enterprise prospects using the battle-tested HUNT methodology.
What Changes When You Scale Past $100M ARR
The GTM playbook that got you to $100M won't get you to $500M. Here's what needs to change.
Building Enterprise Champions Who Sell For You
The secret to winning $1M+ deals isn't your pitch—it's the champions who advocate for you internally.
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Browse our complete library of frameworks, playbooks, and strategies