Ted Glasnow

Good positioning sets off a set of assumptions about my product that are true. Bad positioning sets off a set of assumptions about my product that aren't true - leaving your sales and marketing teams to do the work of undoing the damage your positioning has already done

The skill sets necessary to break into business development role is communication, persuasion, collaboration

Sales-led companies oen add a bottom-up self-serve product, primarily to drive lead gen

We're pre-launch, and at this point, we have a focus on the supply side, so we're talking with pros. We've onboarded about 50 since June, and they span all the trades. 

A lot of partnerships novices don't appreciate how important it is to know which partner owns the end customer relationship

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

5. Strategic pillars - Three to five key bets that the company needs to make

Chief of Staff is usually an execution role, serving the leadership team. CBO is an extension of the leadership team, filling the gaps of the team