Sam Liebeskind

Novices seek praise. Recognizing strengths builds confidence to keep going. Experts crave criticism. Seeing shortcomings reveals avenues to keep growing. Preferring corrections to compliments is a sign of skill. The better you get, the more determined you become to get better.

When starting out, extreme focus on a specific customer profile can drive faster success. Gong, for example, initially targeted U.S. companies selling software valued between $1,000 to $100,000 via Webex, narrowing their potential customer base to just 5,000 people. This laser focus enabled quicker product-market fit, word-of-mouth growth, a clear... See more

So we might all have the same needs, but the superficial markers for how we achieve these desires look very different. This is where people start misunderstanding one another, fighting. But these little big differences, our individual personality phenotypes, is where things get interesting.