It’s people within companies who buy startups. People who are often taking huge career risks. So, founders should focus on: – Building trust with your deal’s champion. – Arming them

Most B2B pitches start the same, tired way: the “Company Overview” slide. Instead of: “Our customers are X, Y, Z.” Try this: “We spoke to three of your customers, and

40-60% of the time, the deal killer is customer indecision.* What signals are you getting that a prospect is committed to act? Anyone in enterprise sales or BD has experienced

Selling your business can feel daunting and complex, especially for first-time founders. We want to demystify and simplify this journey for founders at every step.  In smaller deals, deal documents

Brett Goldstein, formerly with Google’s M&A team, has assembled a list of “21 things founders should know about getting acquired.” Brett’s full post is an insightful read for founders. Here

Every executive has a version of the ‘Top Five’ priority list that shapes their decisions, focus, and time.  If your startup doesn’t address a ‘Top Five’ need, you’ll struggle to