Blog
Go-To-Market
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
Antisemitic French Organizers Did Israeli Defense a Favor
France boarded up 30 Israeli defense booths at Eurosatory. It proves outbound beats inbound when your product is proven and your buyers are known.
How to Price a B2B Product: Value, Not Cost-Plus
Most B2B companies price by cost-plus or by copying a competitor and leave money on every deal. Here is how to price for the value you actually deliver.
Your Price Is Your Business Model
Price is not a number you bolt on at the end. It decides who you sell to, how you sell, your margins, and what you can spend to win a customer.
How to Sell to the Frum Market
How outside companies can sell into the frum and heimishe market the right way. Trust before product, respect for the values and the Jewish calendar.
An anti-Israel org targeted me with an ad. It is a masterclass in the wrong ICP.
A business consultant. A Fractional CRO. A guy who spends most of his day helping companies improve sales, business development and revenue growth. A religious.
Most CEOs don't have a sales problem. They have a motion problem.
They have a motion problem. They don't know where to start... And where to go next (and how). Their Salespeople (or they themselves) are calling the wrong.
I tracked 300 founders from my old sales calls. A quarter are already gone.
I went through 300 old sales calls and a quarter of the companies are gone. Most had good products. They left sales and go-to-market for later.
Target just had its best quarter in 4 years. The reason is positioning, not price.
Target grew 5.6%, its best result in four years, by going back to why people shop there. Most B2B growth problems are positioning problems too.
Monday added popup ads. Iran closed a strait. The same mistake about leverage.
Popup ads. Inside a paid product. Then, this morning, Bloomberg reported the UAE is fast-tracking a second pipeline to Fujairah. Doubling oil export capacity..
An Israeli SaaS company sold to the wrong market for 6 months. The reps knew.
$0 in deals. CEO was about to fire the whole sales team. The reps had been screaming the actual problem for months. Nobody listened. Here's what happened..
Why does this bus cost 15x more in Boston than in Beijing? It is not quality.
A bus costs about $80,000 in Beijing and up to $1.2 million in Boston. The gap is system tax, and most sales organizations are paying it too.
ZoomInfo went from $77 to $6 a share. How the king of B2B sales data collapsed.
A 92% wipeout on a company that was supposed to define the future of B2B sales! Here's how the most dominant sales data platform on the planet fell apart, and.
D-Fend did not pivot in 9 years. The world's pain finally caught up to its product.
D-Fend sold the same product for nine years until the market's pain caught up. Most stalled B2B companies have the opposite problem, a story gone stale.
Everyone is watching the conflict. The real oil story just happened under the radar.
Fast. While everyone is focused on conflict and shortages, a structural shift just happened under the radar. The United Arab Emirates announced it's leaving.
I launched my company by visiting a customer, not posting from an office.
I launched TheDealMentor.AI at a customer's site instead of from my office. In 20 minutes we built their ICP, battle cards and cold outreach sequences.
A Go-To-Market Strategy for a B2B Startup Selling Abroad
Most startups start selling without a real go-to-market strategy, and find out when the budget burns. What GTM actually is, and how to build one that works.
UVision is heading to Nasdaq at $3.5B. It never had a sales problem.
UVision knew what it sold, to whom and why. If your revenue has been flat for six months, you likely have a strategy problem dressed up as a sales problem.
OpenAI is burning $14B a year and buying distribution. The Uber playbook for AI.
And offering ~17.5% guaranteed? returns to firms like TPG and Advent International. That's not funding. That's a land grab. They're not raising capital..
Every problem has a clear, simple, obvious answer. And it is usually wrong.
Clean. Obvious. And usually completely wrong. H.L. Mencken said it best over a century ago: *"For every complex problem there is an answer that is clear.
Target nearly broke itself with a series of perfectly logical decisions.
Target didn't lose customers because of Amazon or Walmart they lost them because leadership made a series of perfectly logical decisions that completely.