enduring businesses

Three to five rounds of contact will solidify the relationship. Not every round of contact needs to be an in-person meeting—it can be enough to send a quick message.

The final step in the sourcing process, the one that matters more than anything else you can do, is scheduling thirty minutes on your calendar every week to identify and nurture A Players.

Our response to that is, who cares about controlling people? We treat people like adults by setting mutual goals and letting you decide how to hit them.

Outside money is Plan Z

You should hire a sales team only when two conditions are met: You have found an initial version of product-market fit. This means that a significant proportion of your paying customers are renewing their contracts. You have figured out what you are selling and whom you are selling to.

writes Burgis. “A hierarchy of values is especially critical when choices have to be made between good things.”