When you’re the first seller at a startup, it’s tempting to talk to anyone who’ll talk to you. I’ve done it. You chase every “maybe,” tweak your pitch for every edge case, and confuse being busy with making progress. But the real unlock is focus—knowing exactly who your product is for and saying no to everything else. That clarity shapes everything: who you prospect, what you say, and even what you build. And it delivers results—more meetings, higher win rates, better retention, clearer product bets. That’s what we unpack in the latest episode of The Founding AE, with Quentin Le Roy (Founding AE at Zelt). We talk about: 💡 Selling HR tech in a crowded market 💡 UK/EU vs. US buying behavior 💡 Using signals over spray-and-pray 💡 When to hire SDRs and scale the playbook 💡 Why qualifying out is just as important as qualifying in The new episode is live. Full link in the comments 👇

Matt Watson was 19 years old, working at Sears, when a car dealer walked in looking for a computer. The dealer also mentioned that the guy who built his dealership software had fled to the Bahamas, and he was panicking because his entire business was locked in that system. Matt said, "Maybe I can help you with that." He had no idea what he was doing. But he said yes anyway. And that one decision led to VIN Solutions, a company they eventually sold for hundreds of millions of dollars. That's been Matt's career in a nutshell: saying yes, figuring it out, and realizing way too late that he's terrible at certain things (like operations and managing people). In this episode, he shares the moment he finally stopped pretending to be good at everything, how he learned to lead by hiring over his weaknesses, and why creating 1,000 jobs has been the most meaningful part of building companies. Listen here: https://lnkd.in/g6Evfvhk ♻️ Repost if this hits home

Ever held back from pitching your services because you thought, “They make way more money than me, why would they hire me?” Here’s the truth: your income doesn’t define your value. Your expertise does. In this week’s episode of The Sales Maven Show, discover how to confidently book clients at any income level and stop letting comparison keep you from serving the people who need your brilliance. Listen now: https://lnkd.in/ervKhfst #SalesMaven #SalesMindset #EntrepreneurTips

The biggest mistake founders make? Focusing on growth while ignoring retention. Immad Akhund explains why unhappy customers are so dangerous—when people try your product and quit, they become anti-advocates. The next person who asks them gets told "definitely don't use these guys." That negative word-of-mouth creates a vicious cycle that kills companies. Before you obsess over growth, make sure your customers are actually loving what you built. Full episode out on Founders in Arms. Link in comments.

Everyone loves to say: “Yeah, he’s a jerk… but he brings in big sales.” Read that again. That one sentence is costing companies millions. 📉 You think you’re winning. 💰 You see big revenue numbers. But behind the scenes, your culture’s quietly falling apart. Here’s what’s really happening... Your ops team is burned out because this guy keeps overselling. People start quitting. Morale tanks. Quality drops. Now you’ve got rework, unhappy customers, and hidden costs nobody tracks. All because you’re protecting one top performer. 🎧 Listen to the full episode with Ryan Hogan, Co-Founder & CEO of Talent Harbor, here ➡️ https://hubs.la/Q03DvH7r0 To connect with Ryan Hogan, visit the links below: 🌐 https://hubs.la/Q03DvJrn0 👥 https://hubs.la/Q03DvJ0r0 #TitansOfTheTrades #TalentHarbor

This $80K/month business idea runs on caffeine. ☕ He launched his coffee brand with $1,800 and a small cart — now it’s a 7-figure company. It’s proof that even small ideas can create massive opportunities when you stay consistent and keep improving. Watch the full story on UpFlip YouTube, Episode #126.

I listened to a great conversation between Dean Salakas, David Campbell, on the topic of networking from a retailer’s perspective and there were some important takeaways for us on the vendor/tech platform side. Too often, we think networking is about what we want. But this conversation reminded us: It’s actually about how easy we are to work with. Here are a few standout points I took away (and have seen play out over and over in the field): 🌱 1. The Follow-Up Matters (More Than the First Impression) ・Ask for permission to follow up, and be clear about when you’ll "circle back" (IYKYK). ・If they say “give me a few months,” respect it - but don’t disappear for six. ・On the flip side, don’t follow up the next morning with an “update deck.” Timing builds trust. ✍️ 2. Take Notes (But Not on Your Phone in the Moment) ・We’ve all been there, you’re chatting, and details are flying. ・Make brief mental notes and jot them down after. ・Don't be that person on your phone all the time - your not that important ;) Yes, it can feel awkward. Sit in it. Everyone feels the same. 🎁 3. Add Value That Isn’t Self-Serving ・The best follow-up doesn’t lead with: “Can we book a demo?” Instead, try: ・Sharing a trend that impacts their SKU mix ・Introducing them to another founder ・Passing on an event, podcast, or tool that speaks to their reality As Adam Grant says in Give and Take (a great book 📕): “The most meaningful way to succeed is to help others succeed.” David Campbell Top tips (This guy knows how to work a room, and I have had the pleasure of meeting him several times.) These seem simple, but they work: ・Turn up early. It is easier to start conversations before clusters form ・Introduce yourself to the organisers; they’ll help connect you ・Say Hi to the sponsors, they’re invested in the room’s success ・Engage the people right in front of you; don’t scan the room for someone “more valuable.” 🎧 Podcast: https://lnkd.in/deje_M7A

Purpose isn’t a slide in the sales deck. It is the sales strategy. In this conversation with Mario M. Martinez Jr. on The Modern Selling Podcast, Enrique Alvarez, Co-founder and Managing Director at Vector Global Logistics, breaks down why we don’t “balance” purpose and profit – purpose is what drives profit. From the episode: - How a clear “why” helps you hire better talent around the world - Why purpose-led companies attract stronger suppliers and like-minded customers - How open-book management and a results-only mindset change the way sales teams show up - Where AI really belongs in sales: as a tool, not a replacement for human relationships If you lead a sales organization and still treat purpose as a “nice to have,” this is a must-watch. #LogisticsWithPurpose #VectorDifference #Podcast #BCorp

Everyone talks about “finding #ProductMarketFit” like it’s a cute little treasure hunt. Here’s what it actually looked like: I asked 5 #SDR leaders, “Would you pay us to do cold email for you?” 7 of them said yes. We didn’t even have a product. We had hacks, Google Sheets, and sleep debt. But what we had more than anything? Pain. Real, screaming, “please fix this” kind of pain. That’s when I knew we weren’t pitching a service. We were solving an ulcer. If you’re trying to sell something and getting polite nods and “interesting idea”… go back. Start over. You’re not there yet. Product-market fit doesn’t whisper. It grabs you by the shirt and says, “Shut up and take my money.”

Outgrowing the firm isn’t just a feeling—it’s a fork in the road. After more than a decade at Edward Jones, Steve Davis hit that point. He wanted to market his CFP®, hire support, access broader solutions—and ultimately, serve clients his way. In this episode, Steve shares how he left the constraints of the W-2 world to launch a lean, independent practice with LPL. With 60 clients and $60M in AUM, he’s built a business defined by focus, not scale, and has proven that success isn’t about size, but alignment. If you’ve ever wondered what life could look like on the other side of a wirehouse or employee model, this one’s worth a listen. Listen here: https://lnkd.in/eBeDbRfa