Ted Glasnow

With cold email campaigns, do things that don’t scale to stand out

The keys to closing a key executive hire are 1) showing effort and commitment 2) understanding non-professional dynamics, like family and personal determinants 3) when they are ready to sign be relentless about decision timing

a good wedge:

1. Is narrow and focused—solves a very specic problem, for a specic group, extremely well2. Builds momentum—can be sold quickly and keeps customers coming back3. Naturally extends into a much bigger opportunity—more product, more revenue,more users4. Avoids competition—the whole point is to give you an easier path5. Is hard to... See more

Chief Business Officer tends to focus on fundraising, M&A, and incubating business within a business. Essentially, CBO is the venture capital arm of the business

A wedge seems most essential when you’re going after a market that is (1) entrenched or (2) crowded. When it’s hard to break in head-on.

Curious people are the best sales hires

products that are much harder to replicate the performance, the taste and texture of animal proteins. What comes to mind are hard cheeses, and cheese shreds, and mimicking the meltability of real cheese. Or dairy broadly, beyond just milks, it’s really hard to replicate certain dairy applications. Seafood has also been an emerging next frontier for... See more

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