Ted Glasnow

Flexport now assigns an account executive (responsible for revenue) and an account managers (responsible for NPS) to each customer

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

Flexport’s best sellers had the courage to say no to transactional deals and embraced if/then statement to encourage long term engagements with customers to service more share of wallet in the long-run 

Journey is building a consumer-grade B2B product that reinvents how storytelling is done in the 21st century. By changing the make up of what a presentation is and how it is consumed, this leads to less time wasted in live meetings.

companies grow primarily through four possible Growth Engines:

1) Performance marketing: FB, AdWords, TV, etc.2) Virality: Word-of-mouth, referrals, inviting friends, etc.3) Content: SEO, shareable videos, or newsletters, etc.4) Sales: Outbound (and inbound) salespeople

When considering building a marketplace, there are many decisions you have to make upfront, particularly whether they want to own the infrastructure or partner with the best-in-class partner or provider. For example, if you were starting a marketplace four or five years ago, you probably were building a lot of this stuff yourself. But suppose I’m... See more

We look at [the taxonomy of B2B marketplaces] in a couple of different ways. High-level, there are aggregators, managed marketplaces, channel marketplaces, vertical SaaS-enabled marketplaces, and then tech-enabled brokerages.