Earn the right to learn.

The number one GTM challenge early-stage founders tell me:

I keep getting ghosted.

We crushed the demo. They said they loved it. Then….crickets.

The number one closed lost reason in all of SaaS is no-decision.

Getting ghosted is never fun no matter who you are.

But in the early stage, it’s an existential problem. Because you aren’t getting the feedback you need to diagnose what needs to change.

If you don’t get a decision, you can’t tell if you have a sales problem, a positioning problem, a product problem, or if your breath just stinks.

I provide advisory services to help newly minted founders execute a mature sales process, so they can close the revenue that they are destined for today - and so they can learn what is keeping them from the pot of gold tomorrow.

Three times in a row now, I have taken startups from ~60-70% of deals lost due to no-decision, down to single digits.

The good news is, usually it only takes a couple of weeks working together to determine the sales execution bottlenecks that are getting you ghosted.

The bad new is, once these are fixed, repeatable revenue growth with the existing product and GTM is not guaranteed.

But learning is.

And when I was building out the GTM function at Camino, getting ghosted, losing inexplicably to terrible incumbents, talking about the same stuck deals every pipeline review, learning what the hell was going on was what I craved.

Earn the right to learn.

WHAT A PARTNERSHIP LOOKS LIKE:

Lightweight retainers, or if it makes sense, advisory relationships.

As I mentioned, it’s usually not difficult to diagnose the unforced errors. The hard part is actually digging yourself out and getting reps in with the new approach.

I am at capacity to take on a formal project, but love talking with founders - so don’t hesitate to reach out to have a networking conversation.