Notes from the work
Short notes on customer acquisition for founders building their first sales and growth team.
How to build pipeline before your first sales hire
Most first sales hires walk into an empty pipeline and spend months working out who to sell to. Here is how to have buyers, a working channel and a playbook in place before they start, and what that looked like in two weeks for one founder led company.
Read 27 October 2026How we work
Four steps, in the same order every time: find where your next customers come from, build one channel and the system around it, run it while you close, then hand it to your first hire.
Read 19 October 2026First paid lead on day 6, 11 conversations in week one
A tech forward steel buildings company went from one founder handling every inquiry to a sales system a first sales hire can run. Four decisions made the difference, and each one applies to any founder planning a first sales hire.
Read 15 October 2026Five questions before your first sales hire
Most founders hire a rep to fix pipeline, and the rep spends the first three months working out who to sell to. Five questions to answer first, so they start with a playbook instead of a blank page.
Read 9 October 2026Before you hire your first AE
A first account executive is one of the largest bets an early company makes. What they walk into on day one shapes how fast they ramp, so a few things are worth putting in place before they start.
Read 27 September 2026A useful reason to take the first meeting
A buying signal gives you a reason to reach out. The offer gives the buyer a reason to reply. Here is how we connected the two in an enterprise growth plan.
Read 18 September 2026Same product, same market, very different results
Two outbound motions ran against the same product and the same buyers. One barely converted. The other converted many times better. The groups had different reasons to respond.
ReadLet’s find your next source of pipeline
A free 30 minute working session on how you find customers today and what is holding back qualified conversations.
- We look at how you find customers today.
- We find what is limiting qualified pipeline, whether you sell alone, run a team or have a channel that stalled.
- You leave with a read on where your next customers could come from, and the first launch we would run.