Ted Glasnow

In order confirm team buy in, leaders should focus on 3 goals:

1. Share the integrated plan with Team leaders2. Make final tweaks based on their input3. Commit and share widely

The most effective sales compensation plan at Flexport includes team based quota for managers (including the manager’s output), with no penalty for individual contributors underperforming. Additionally, managers were imcemtivized to drive long-term value by getting equity grants if they ramp new reps faster than average

There are so many ways to purchase B2B leads that once you nail product marketing to differentiate your offering, you are on your way to success

Something like 20% of homeowners are digital natives, and yet the one store we still go to is Home Depot. This is something that it’s not obvious you can bring online, but you can.

"50% of executive hires at high-growth companies fail"

The 5 Components of Positioning: 1) Competitive Alternatives 2) Differentiated “Features” or “Capabilities” 3) Value for customers 4) Target Customer Segmentation 5) Market Category