Archive - Startup Real Talk

Don't pursue that good idea

It's tempting but it's probably also a distraction

Jun 18 •

May 2025

When should you cross-sell?

Probably later than you think

May 21 •

March 2025

Be the sales rep you wish to see in the world

What profile should I hire for my first sales rep? Scrappy up-and comer or seasoned VP? Answer: Neither.

Mar 26 •

Responsiveness is key

When customers have questions—or worse, when customers have complaints—you get huge bonus points for quickly responding

Mar 19 •

February 2025

December 2024

Don't hunt, set traps

You want to spend time closing individual deals. Don't. You need to unlock scaled, repeatable customer acquisition channels.

Dec 4, 2024 •

October 2024

How to Exhibit at a Trade Show

Or: why your booth probably isn't as effective as you want it to be

Oct 23, 2024 •

March 2024

Your company's legal name

Don’t get cute with your company's legal name.

Mar 19, 2024 •

Tips for managing your startup's cash

(I’m experimenting with some shorter-form, more frequent posts, after a fair bit of a hiatus here—let me know if you like the new format more or less.)

Mar 12, 2024 •

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