Ted Glasnow

I spent this week looking at hundreds of companies and found that there are seven common ways to differentiate:1. Be the cheapest2. Be the highest quality3. Be the most convenient4. Be the safest5. Sell a proprietary product6. Sell something that makes people feel great buying 7. Focus on a niche underserved market

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

We love asset-light or asset-less B2B marketplaces that use existing infrastructure and think building endpoints to access that infrastructure is the future.

one consistent theme, long-term, will be that the lines between sales and success increasingly become blurred, because there's not much difference between a user who's free and a user who's been a paying customer for a while. Your job as a go-to-market team should be to help that user unlock value from the product and continue to realize new value... See more

Key not just to revenue but the rest of the business generally is seasonality.

In today's environment, it would be very difficult to institute a "hustle" environment

almost every B2B business BOTH hits up their personal network AND heads to the places their potential customers were spending time. The question isn’t which of these two routes to pursue, but instead how far your own network will take you before you move on.

It helps to know what will get your negotiating partner a promotion to determine if they are actually interested in doing a deal