by Paul Gassée | Jul 27, 2026
Sales Process Design & Engineering, Ep. 4 Have you ever looked at reviews for restaurants you’ve already been to? Am I the only weirdo who does that? I know I’m an oddball. But humor me and go do it. You’ll find a few surprises, I’m willing to bet. I’ve always been...
by Paul Gassée | Jul 27, 2026
Sales Process Design & Engineering, Ep. 3 “I can’t believe I haven’t heard back from them. They loved our product when we demo’d it to them. They couldn’t wait to get their hands on it, they told me. Why am I having to follow up for the fourth time? This is driving me...
by Paul Gassée | Jul 27, 2026
Sales Process Design & Engineering, Ep. 2 “Well we don’t have much of a process right now. But you have to realize that we’re just getting started. I’ll qualify our prospect on the first call. And then book a full product demo. And if they’re excited about what we...
by Paul Gassée | Jul 27, 2026
Sales Process Design & Engineering, Ep. 1 “I just demo our product. And then I’ll send out a quote with a payment link. A lot of customers will ghost us after that. I can’t quite understand why because a lot of them seemed excited about what we had built.” I’ll hear...
by Paul Gassée | Jul 27, 2026
Founder-Led Prospecting, Ep. 7 “Paul, cold email never works on me. I don’t think we should try it here.” “I don’t feel comfortable reaching out to folks in this manner. It just doesn’t feel natural to me.” “We’re going to go back to building product. Once it’s...
by Paul Gassée | Jul 27, 2026
Founder-Led Prospecting, Ep. 6 Last time, we made sure to discuss the importance of metrics, and their role in startup sales and go-to-market. Now that we have these metrics, you might ask, “Where do we even start, Paul? How should we think about building out a sturdy...