TL;DR: Founder-led sales in B2B SaaS works when the founder treats every buyer conversation as positioning research, not just a step toward a signed deal. The mechanism is translation, turning technical features into the buyer’s own words, publishing that language, and testing it before a rep or an ad budget ever touches it. Skip the…
By Brian Shelton — Founder of GrowPredictably.com TL;DR: B2B channel marketing is everything you do to win, equip and activate the partners who sell or deliver your product. It splits into two jobs that get confused constantly. Marketing TO the channel competes for a partner’s attention against the other vendors on their shelf. Marketing THROUGH…
By Brian Shelton — Founder of GrowPredictably.com TL;DR: Measure your sales cycle by the decisions a buying group has to make, not by the steps your reps run, because you control the pace of one and almost none of the other. Most stalled deals are lost to a buyer who is afraid of choosing wrong,…