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Startups
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
20 years as a CRO taught me founders lose deals for the same three reasons.
I've watched brilliant founders lose deals they should have closed. I've watched great reps underperform because nobody built them a system. I've watched.
Aston Martin is betting everything on one car. So are most founders.
Aston Martin is betting its recovery on one $1M car. Founders make the same bet on the next launch, but revenue comes from demand and a working sales motion.
A partnership where only one side delivers is not a partnership. It is a liability.
It's a liability. I've been there personally. Signed agreements that looked great on paper. Shook hands with people who had the right title, the right network.
71% of Israeli startups say the war hurt fundraising. 90% are still building.
A survey of 637 Israeli tech companies shows 71% hurt on fundraising and 90% still operating. Pressure exposes weak revenue strategy, so fix it now.
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.
Startups Fail Without Sales. Always.
The Brutal Truth About Startups: Why So Many Fail and How to Avoid It