Ted Glasnow

The most important thing is B2B sales is list construction

Before crafting an agreement, it is helpful to draft a high-level term sheet of key deal points to drive agreement quickly

Type of company: Consumer subscription products; Most common North Star Metric: Engagement or customer growth

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

In hindsight, Flexport should have invested in sales ops way earlier. Ben recommends a Sales COO position when the company starts to scale

Since we’re seed investors, we’re looking for markets where significant dollars are flowing between businesses. These are often older, more established buying patterns where the innovation is launching the marketplace itself.

In the beginning, the actual number you're charging isn't that important.

The world is moving away from this rigid kind of sales process to more of a buyer-centric motion.

What to look for Pre-Product:

1) Visible excitement

2) People are willing to pay for it now