Founders Ramp

Product without distribution is a bridge built half way.

[Founders Ramp @FoundersRamp]

Language in business continues to suffer. I like to call it Corporatespeak - the Newspeak of our time.

People reach for words they think make them sound smarter or more educated.

[Founders Ramp @FoundersRamp]

How I turn a first meeting into a sales call: https://t.co/6F0raWSZP5

[Founders Ramp @FoundersRamp]

Mastercard and BMO put virtual card payments inside ERP, procurement, AP, and travel tools. Buyers settle work in the stack they already run. If your meeting never names which system your product has to live inside, you still have a meeting, not a sales call.

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How I handle the lines you hear on a first call, including this one: https://t.co/n0LaNlCLr8

[Founders Ramp @FoundersRamp]

"We already use something for that." Skip the feature comparison. Ask: "Good. What happens after the data leaves that system?" The exports, the retyping, and the second checks that follow are where their week goes. Start the sales call there.

[Founders Ramp @FoundersRamp]

How I inspect a live deal, five questions on one page: https://t.co/v07W4Bm5N0

[Founders Ramp @FoundersRamp]

Levelpath launched a procurement platform that runs sourcing, contracts, vendor risk, and invoices as one process. That is how buyers buy now. If your deal lives in one inbox, you are selling to a person while the company buys through a process. Find the second name first.

[Founders Ramp @FoundersRamp]

@soy_muse We’re just starting up a consultancy for Founders who need help in Enterprise Sales.

[Founders Ramp @FoundersRamp]

The entire archive is here if you want to read more.
https://t.co/UEfULSsF9W

[Founders Ramp @FoundersRamp]

How I inspect a live deal, five questions on one page: https://t.co/v07W4Bm5N0

[Founders Ramp @FoundersRamp]

One person loving your demo is a good start. The company still has to decide. Name the economic buyer, the champion, and who is hurt if this slips. If every answer is the person who liked the demo, the deal lives in one inbox. Multi-thread or it is a story.

[Founders Ramp @FoundersRamp]

Founders Ramp Newsroom for today, 29 Sep.
We find the best articles for founders and early-stage sellers.
An ICP that is still a company-size guess fills the calendar with mismatches. Emery Rosansky: score first calls. Define ICP by operational signals.
https://t.co/7l2d1j4Mdb

[Founders Ramp @FoundersRamp]

Founders Ramp Newsroom for today, 28 Sep.
We find the best articles for founders and early-stage sellers.
Stop hunting a sales magician. Stay in the conversations until the pitch and the next step are already proven. Jason Lemkin.
https://t.co/bIqx6QewuE

[Founders Ramp @FoundersRamp]

Founders Ramp Newsroom for today, 25 Sep.
We find the best articles for founders and early-stage sellers.
A founder on one or two buyer calls a week has a calendar problem, not a product problem. Rob Snyder.
https://t.co/idlgzBtlqe

[Founders Ramp @FoundersRamp]

More of what we kept this week.
The entire archive is here if you want to read more.
https://t.co/UEfULSsF9W

[Founders Ramp @FoundersRamp]

Founders Ramp Newsroom for today, 24 Sep.
We find the best articles for founders and early-stage sellers.
VC-backed GTM and bootstrapped GTM fail in different ways. Pick one motion and measure it before you scale spend. Sharné McDonald.
https://t.co/l63b07f6LU

[Founders Ramp @FoundersRamp]

THE CONQUEST
A distribution story.

He showed them the software. They said no.
He offered to cut the price. They said no.
Then he asked what they needed.

Take the city.

[Founders Ramp @FoundersRamp]

The entire archive is here if you want to read more.
https://t.co/UEfULSsF9W

[Founders Ramp @FoundersRamp]

Founders Ramp Newsroom for today, 23 Sep.
We find the best articles for founders and early-stage sellers.
Founder-led sales is strategy, not a phase you graduate from. Euclid Ventures.
https://t.co/xV8agHOltI

[Founders Ramp @FoundersRamp]

The entire archive is here if you want to read more.
https://t.co/UEfULSsF9W

[Founders Ramp @FoundersRamp]

A login is not the sale. The first query is.

They logged in. Nobody asked what they actually tried to do. If that first query fails, the champion goes quiet and you call it a stall.

What was the first query on the deal you care about this week?