Insights
Practical GTM insights, frameworks, and lessons from building AI-powered revenue systems for B2B SaaS startups.
Your Sales Playbook Needs AI Infrastructure, Not Another Google Doc
Traditional sales playbooks gather dust. Modern GTM teams need AI-powered infrastructure that learns, adapts, and scales. Here's how to build it inside your client's ecosystem.
The Vibe Sales Manifesto
Sales methodology is evolving toward 'vibe sales' where AI tools enable pattern recognition and automation that supersede traditional sales micromanagement. See stuff, say stuff, run stuff—and it mostly works.
Why Founders Must Always Lead the First Sales
No one can sell your product better than you in the early days. Your passion, knowledge, and connection to the problem are your unfair advantage.
The Results-Driven Approach: Why Fractional Executives Surpass Consultants
Strategy without execution is hallucination. Here's why fractional executives deliver results while consultants deliver PowerPoints.
Don't Leave Your Clients Hanging: The Power of Structured Engagement
Amid fundraising and product development pressures, nurturing existing clients shouldn't be neglected. Here's why regular check-ins and QBRs matter.
The New Yardstick: Value Creation Over Hours Worked
Professional worth should be measured by value creation, not hours worked. Here's the formula that matters in the post-COVID era.
When to Hire a Fractional VP Sales or GTM Leader?
The trigger for hiring senior sales and GTM leadership can be different for everyone. Here are 10 real-world scenarios where fractional makes sense.
What is a Fractional VP Sales?
Fractional executives are senior leaders filling part-time roles, typically at C-suite or VP levels. Here's how they help startups access experienced leadership without full-time salary investments.
Maximizing Remote Work: Insights from a Fractional VP of Sales
I've integrated into 15+ fully remote companies over two years as a fractional VP of Sales. Here are the golden rules that actually work for remote teams.
The Sales Stack to Get You to $10M in Enterprise Sales
A sales stack is the backbone of your sales activity—the spine that enables flexibility and strength. Here's what you actually need to hit $10M.
Value Proposition: The One Ring That Binds Them
Most companies struggle to articulate their value proposition clearly, despite it being fundamental to go-to-market strategy. Here are two frameworks to get it right.
The Sales Valley Of Death
The critical juncture between founder-led sales and hiring a VP of Sales. This vulnerable stage sees client acquisition slow, churn increase, and founders juggling too many priorities at once.
How I Lost a $20M Deal: An Ode to Multi-Threading
Working at Mediamath as an underdog competing against Google and Facebook, we secured a $100M programmatic deal—then lost it because we didn't build relationships with the right stakeholders. Here's what I learned about multi-threading.
$21k of Free Strategic Sales Advice
A complete Go-To-Market blueprint covering the 9 fundamentals I typically charge fractional clients monthly for. Value proposition, ICP, channels, messaging, process, data tracking, and more.
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