All of our Scaling sales articles

Sales

0-$5M: How to Go From Random Wins to Repeatable Revenue

When every deal closes differently, how do you build repeatability? First Round Partner Meka Asonye shares proven tactics from founders and revenue leaders who've solved this exact puzzle.

Sales

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.

Sales

Step Up Your Sales Coaching Game — Dig Into The Numbers to Help Your Reps Level Up

Sales managers have an unprecedented opportunity to lean into the numbers and level up as coaches — but in Karen Rhorer's experience, most are leaving this potential untapped.

Starting Up

The Inside Story of How This Startup Turned a 216-Word Pitch Email into a $2.6 Billion Acquisition

Looker went from a single customer to more than 1700, from a small, scrappy team in Santa Cruz to a 700-person company spanning eight offices around the globe. Now on the heels of its acquisition by Google, co-founders Lloyd Tabb and Ben Porterfield, CEO Frank Bien, and first investor Bill Trenchard

Must-reads

The 30 Best Pieces of Advice for Entrepreneurs in 2018

We've rounded up 30 of the best insights from the articles we published over the last year. Read on for a time-capsule-like toolkit, full of the best tactical wisdom that seasoned company builders had to offer in 2018.

Sales

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

Sales

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

Sales

This Sales Plan Moves the Needle on Every Success Metric

Derek Draper builds high-performance sales teams. His secret: a documented, bulletproof plan broken into stages and actions.

Product

Leslie’s Compass: A Framework For Go-To-Market Strategy

As the former CEO of Veritas, a Stanford GSB Lecturer and MD of Leslie Ventures, Mark Leslie has seen what it takes to go to market effectively from multiple perspectives. The mind behind the canonical "The Sales Learning Curve" returns to The Review to share a framework to help startups more easily

Sales

The Most Surefire Way I’ve Found to Win Enterprise Deals

General Assembly's Anand Chopra-McGowan shares the tactics that helped GA tighten its sales cycle to win big enterprise clients.

Sales

Here are the Scripts for Sales Success — Emails, Calls and Demos That Close Deals

Seldom do you see sales advice that's so specific, down to the actual language you should use to get customers to say yes. Here, sales expert Peter Kazanjy shares exactly what's worked for him.

Sales

The Company-Changing Magic of Sales Operations Done Right

Don Otvos is one of the sharpest minds in tech sales today. Here, he talks about building and incentivizing your team to send revenue up and to the right.