Personas are people, sales reps who are the end-user, Eric the IT person, and Janet the sales rep, John the champion in the account (the most important).

At the time of this writing, Nvidia is the most valuable company in the world, worth around $4.3 trillion. Asked about Valentine giving him money despite the terrible pitch, Jensen said, “The thing I learned from that is your past is more important than your ability to pitch, interview, or anything like that. You can’t run away from your past. So... See more

For medium and established companies, we've focused more on the sales motion, in particular the bottoms-up product-led motion. What happens is you get inside a company, and the success team over there says, "Well, that's pretty cool." Then some sales leader says, "It'd be cool to have this one tool across the whole journey." And then the support... See more

“The only reason I have the contracts that I do right now is because the decision makers at these enterprise companies have seen my Twitter and think I’m funny and are rooting for me.” Cluely converted social media attention into seven-figure enterprise contracts without building a traditional sales organization.

Recall that the value of money had an impact on which factors were important. In a bull market, most companies get markups, but the best get marked up more. This is why we’ve seen GPs with distribution, networks, and more diversified portfolios do well in recent years. These are the collaborative, good-karma guys who everyone likes at their cap... See more