Career
To the extent that most sellers today started their careers as SDRs and to the extent that there is a strong trend to replace SDRs with AI agents (e.g., Piper from Qualified), I have a simple question: whence will come tomorrow's sellers? [1] It's not
Hiring
“When you read their profiles and interview them, you think one thing: these people are gods.” -- European founder on early US hiring. Despite numerous warnings, I continue to see many European founders fall into the same trap when it comes to hiring in the first years of their US
Entrepreneurship
It was early in my career, maybe 8 years in, and I was director of product marketing at a startup. One day, my peer, the directof of marketing programs hit me with this in an ops review meeting: You want to be judged on intentions, not results. I recall being
Hiring
One of the hardest hires -- and one of the hardest jobs -- is to be the first VP of sales at a startup. Why? * There is no history / experience * Nobody knows what works and what doesn't work * The company may not have a well defined strategy so
Hiring
"Well, he's never been a sales development rep (SDR) manager before, but he has been an SDR for 3 years at another company. The chance to be a manager is why he'd come here." -- Famous Last Words I can't tell you
Hiring
I remember years and years ago attending a training class for job candidates on how to improve their interviewing skills. The crux of the course was this: * Most people are bad interviewers. * Since they don't know what to ask, you need to tell them what they need to