How Clay built a $5 billion company with go-to-market engineers

The Science of Scaling April 30, 2026

• GTM engineers build automated systems to find and close customers
• Two-team structure: internal pipeline builders and forward-deployed sellers
• Clay hit $100M ARR by deploying engineers who speak the buyer's language

How to build an effective B2B SaaS sales strategy

TK Kader March 22, 2026

• Treating the first call as a demo kills your win rate
• Inbound leads are the only path to elite 30–50% close rates
• Pipeline discipline twice a week separates real deals from noise

How Rising Team shifted from bottom-up to enterprise go-to-market

TK Kader January 4, 2026

• Bottom-up and enterprise deals took equal effort — so cut bottom-up entirely.
• Rate every prospect 1–10 in the first 30 minutes; stop chasing low scores.
• Per-manager pricing unlocked deals that per-seat pricing consistently stalled.

How to start a sales career in the AI era without a degree

The Science of Scaling December 26, 2025

• New entrants have the biggest advantage in sales history right now
• Reps who build public thought leadership are doing the highest form of selling
• Average rep sells 25% of the week — AI can push that to 75%

Founder advice on funding, B2B sales, and inventory for early-stage businesses

How I Built This with Guy Raz November 13, 2025

• Overfunding kills startups — constraint forces clarity on what matters
• B2B sales work best as an inside job, not cold outreach
• Inventory-constrained growth is solvable through supplier trust and creative financing

Enterprise sales playbook for going from $1M to $10M ARR

Lenny's Podcast Product Career Growth November 9, 2025

• Why tier-one logos like Walmart are the best first customers
• Starting at $10K anchor pricing almost always breaks your enterprise motion
• The best first sales hire often has never worked in sales

How to close $100K in six weeks starting from zero

Dan Martell November 4, 2025

• 8-10 mid-market clients at $10-12K each hits six figures fast
• Sell over chat — no calls needed, follow-up ladder closes deals
• Pre-empting objections during qualifying removes them from the close

When to quit, who to hire in sales, and why experience beats money

GaryVee September 17, 2025

• Sales is DNA — stop trying to convince non-salespeople to sell.
• Experience compounds reliably; money without foundations destroys you.
• Most 'working on passion projects' is really just consuming the scroll.

B2B sales progression for founders: from design partnerships to recurring revenue

Y Combinator August 15, 2025

• Why unpaid design partnerships stall founders for months without revenue
• One sales process that auto-converts into a recurring contract
• Time to first value is the single biggest lever for pilot conversion

Three B2B SaaS sales funnel strategies that actually work today

TK Kader August 3, 2025

• Spray-and-pray outbound is dead — retargeting is what makes it work now
• Weak messaging silently kills all three funnels, no matter how much activity you run
• Inbound close rates should hit 40–50%; below that, money is being left on the table

How to win big enterprise SaaS deals: three principles

TK Kader July 20, 2025

• Account-based pipeline filters out tire-kickers before they waste months
• Enterprise deals die without multi-stakeholder consensus and engineered urgency
• Deal structure — not just discounts — is how you beat competitors at the close

Increase Your Copywriting Income Beyond $10k? Watch This

Matthew Volkwyn June 6, 2025

Buyer-first sales training: the framework behind $100M in revenue

The Science of Scaling April 26, 2025

• Top reps talk less than 50% of the time; train for buyer empathy, not product knowledge.
• HubSpot and Shopify made reps live the buyer's problem before they ever pitched.
• The buyer journey — not the sales funnel — should underpin your entire training programme.

From zero buyers to fast-growing B2B SaaS: lessons from Transcend

EO April 19, 2025

• Price at one-quarter of provable value — most founders ask too little.
• Your first seller must run the full sales cycle alone.
• Privacy officers are becoming AI governance leads — the buyer is changing.

How Jack Black Skincare founders advise early-stage consumer brands

How I Built This with Guy Raz April 3, 2025

• Sales and distribution must lead before marketing investment pays off.
• Too many SKUs kills cash flow and wholesale conversations early on.
• In-person community building outperforms influencer spend for premium brands.