All of our Sales articles

This GTM-Leader-Turned-Investor Crowdsources Early Lessons From Stripe, Figma & More
As he makes the transition from operator to investor, Meka Asonye looks back on his career as a sales leader at Stripe and Mixpanel to offer tactical takeaways and go-to-market lessons — crowdsourcing additional advice from the top revenue leaders in his network.

Unpacking 5 of Atlassian’s Most Unconventional Company-Building Moves
After a 12-year run at Atlassian, Jay Simons digs into how the company's story runs contrary to conventional startup wisdom, unpacking their product-led growth flywheel, reliance on channel partners, strategy for launching new products, and slow-burn enterprise strategy.

Mastering the Art of the Outcome: How Guru Turned Customer Success Into a Company Cornerstone
At Guru, customer success is at the center of every aspect of company-building, from product design to sales strategy. Co-founder and CEO Rick Nucci shows how a relentless dedication to outcomes gives startups a competitive edge.

How Backcountry’s Support Reps Go the Extra Mile — And Get Invited to Their Customers’ Weddings
This online outdoor gear and clothing company blends service and sales to craft a customer experiences that wows. VP of Sales and Customer Service Chris Purkey walks us through how startups can learn from Backcountry's approach to beat the scale of more established competitors with authentic, white

Growth at All Costs is Perilous — This is How to Scale Sales Sustainably
Many founders feel the pressure to spin up sales quickly to hit growth targets, but seasoned sales leader Karen Rhorer knows that this unsustainable strategy can lead to painful layoffs down the road. Here, she shares the four levers and key calculations startups need to understand in order to scale

Pricing Lessons from Working with 30+ Seed and Series A B2B Startups
As CEO of Entrepid Partners and First Round's Sales Expert in Residence, Gaffney works directly with founders and early sales teams to establish go-to-market strategies and growth plans. Here he shares his pricing principles and experiments so early-stage teams can generate foundational revenue.