Jeremy Goodman

I help tech founders turn their pitch into a sales playbook that actually closes. 20+ yrs, 7 startups, 3 exits. Free sales hiring guide dropping soon. DMs open.

[Jeremy Goodman @JeremyDGoodman]

I've been the sales leader hired to "rapidly expand" a startup. Twice.
Both times the role was impossible before I walked in.
Not because the founders were bad. Because they'd built a trap without knowing it.
Here's the pattern, so you can spot it before it costs you a year and half your valuation.

[Jeremy Goodman @JeremyDGoodman]

@mytwillot Pretty slick!

[Jeremy Goodman @JeremyDGoodman]

Founders, what are you building now that you don't see your prospective customers being able to build themselves in the next 6 months?

[Jeremy Goodman @JeremyDGoodman]

@morganjingram What kind of events do you find yourself going to or seeking out?

[Jeremy Goodman @JeremyDGoodman]

@boristane and now we have all these new titles like Founding SDR, Founding GTM.....that just means you're new to the market, nothing more. Serves no purpose, positive or negative.

[Jeremy Goodman @JeremyDGoodman]

@VelariCapital the old fail forward mentality.

[Jeremy Goodman @JeremyDGoodman]

Outside of the standard LLM skills/agent usage, what are little tools you can't live with out right now?

[Jeremy Goodman @JeremyDGoodman]

@TheGeoMethod Both funny and on the money. Well done

[Jeremy Goodman @JeremyDGoodman]

@pmitu Not less, just differently. Focusing on things I never had time to fully (or partially) work on before.

[Jeremy Goodman @JeremyDGoodman]

@HeyAliux Ready fire aim. Adjust based on the reaction. Adjusting prior to the reaction is just gambling.

[Jeremy Goodman @JeremyDGoodman]

@lightsilver323 And the internal vision is rarely completely aligned with the external realization or use case.

[Jeremy Goodman @JeremyDGoodman]

@iamliamsheridan The takeaway close in its most honest form. The defensive barrier goes down, and they ask "well why wouldn't we be a fit for you specifically?"

[Jeremy Goodman @JeremyDGoodman]

@carkerpox And then check and collective internal egos at the door, when the data shows you need to change something.

[Jeremy Goodman @JeremyDGoodman]

@kzitouni1 Really love this. So important to say no to features that are not going to be useful for 90% of your ICP.

[Jeremy Goodman @JeremyDGoodman]

The founders who recruited me didn't pitch me the company.
They asked what I wanted in 18 months, then showed me how the role got me there.
That's the same move that closes customers. Nobody buys your vision. They buy their own, and you showing them the path.

[Jeremy Goodman @JeremyDGoodman]

Unsolicited add here. Walk up to them, introduce yourself, and ask them what they hope to take away from being at the show. If they were wandering purposefully by your booth, they will tell you, and if not, you can still easily start a conversation. They then feel obligated to ask about your product.

[Jeremy Goodman @JeremyDGoodman]

@morganjingram Similar to an example of AI being a fantastic way to build an MVP, but it has no way of actually battle-testing real world scenarios, that only those with ACTUAL experience can work through correctly.

[Jeremy Goodman @JeremyDGoodman]

@ben_sage Landscaping, Pro sports

[Jeremy Goodman @JeremyDGoodman]

@NickB2005 I've been there alongside this scenario, and felt the fallout when there was no pipeline and no plan on how to fix it after the firing of the marketing lead. Brutal

[Jeremy Goodman @JeremyDGoodman]

@pitdesi While I tend to agree with most of this I have a hard time understanding exactly what new jobs, in enough quantity, will be created. The ones that will, in fact, be replaced by AI will outweigh the ones that are created IMO.

[Jeremy Goodman @JeremyDGoodman]

No written plan for what you're doing in sales today? Then don't do sales today.
True for a rep on day one. Twice as true for a founder squeezing deals between three meetings and a board call.
Winging it isn't strategy. It's a tax on your runway.