Start with Perfect‑fit Prospects, Skip Early Experimentation
Founders: Your first 50 prospects should be your perfect fit: - Right size - Right pain - Right geography - Right tech - Right budget Save experimentation for later prospects.
Launch Everywhere at Once, Beat Incumbents Globally
"It's really hard to enter a market if there's an existing incumbent." So Zhong Xu launched Deliverect in every country at the same time. 7 years later: #1 or #2 in all of them. https://t.co/fbRQrowVSQ
Unified Attribution Solves Conflicting Credit Across Platforms
The eCom world is obsessed with making decisions based on attribution data...but Meta and Google are claiming the credit for the SAME conversion • You recalculate your break-even ROAS. • You shift budget. • You scale what looks like a winner. But if the...
Testing Offers Can Add $80K Monthly Revenue
You've never tested your offer. → Same "20% off" since day one. → A 20% AOV lift + 10% CVR lift moves a $100K/month account to $330K. → That's $80K+ a month. From the offer. NOT the ads. 5 offer types...
Nvidia’s NemoClaw Enables Secure, HIPAA‑Compliant Enterprise Adoption
Multiple 9-figure+ companies have asked for Claw implementation with caveats around security and HIPAA compliance. And rightfully so. @nvidia’s NemoClaw makes it all possible with enterprise security in mind. Such a smart partnership with OpenClaw. More below:
Address Deal Risks Directly to Accelerate Wins
Here’s one area I worked on with my Enterprise Sales leader on to start 2025. We strategize in deal reviews the biggest risk and our action plan. And oftentimes the best strategy is simple. Call out the elephant in the room. We often know...
LinkedIn VP Reveals Winning B2B Ad Strategies
LinkedIn is the number one channel for B2B marketers (for content, social, ads, you know we love it here) so I had LinkedIn VP Marketing Davang Shah on the podcast this week to go right to the source about what's...
Consistency Still Wins in Evolving Social Media Landscape
Back in 2013, I wrote an article for the Online Marketing Institute entitled “Social Media: It’s Not Easy, But It’s Simple.” The core concept was timeless: brands must be ready to send the right message to the right people, in...
Enterprise AI Yields Higher LTV, Beware Subsidy‑Driven CAC
Customer lifetime value for enterprise AI customers is higher than for consumer customers. COGS of providing subsidized service is part of customer acquisition cost (CAC). Distribution can be brute forced by heavily subsiding service (ie CAC). Stranded CAC...
Fix Perception Before Scaling Demand, Not Tactics
Most companies are not scaling strategy. They’re scaling tactics. More content. More CRM. More campaigns. More outbound. And the market still doesn’t fully understand why they matter. That’s not a demand problem. That’s a perception problem. Before you scale demand, fix how the market sees you.
AI Panel Refines Copy to Perfect, Boosting Conversions
One of my favorite prompts summons AI expert panelists that recursively score output until it's top-notch. You can use this for copy of any kind: Sales copy E-mail marketing Landing pages Social media copy and more. We're using this in our sales agents to create...
Treat Your Prospect List Like a Balanced Portfolio
Founders: Build your prospect list like a stock portfolio: Core: Perfect fit, can close fast Growth: Bigger deals, longer sales cycle Seed: Testing new verticals Balanced approach = consistent pipeline
Curiosity to Automation: Boosting Sales and Growth
Roy Barberi oversees five locations for 84 Lumber. He walked into the AI Business Lab® Mastermind with curiosity and walked out with execution. Automated sales tracking across all five locations. A complete promotional system built from the ground up. Hours of...
Profit‑first Offers, Then Ads, Not the Reverse
When you finally understand what brands actually need, it won't come from running better ads. The thing you knew was missing, but kept patching with better targeting. Honestly, tighter campaign management is unsustainable because it’s too easy to slip back into...
Treat Sales Like Engineering to Scale Rapidly
Making a product is not that hard. Getting it into as many hands as you can? That's what kills most startups. Zhong Xu scaled Deliverect to 80,000 customers because he treated sales as an engineering problem. https://t.co/WlxbWnSSjZ
Relentless Focus on Top Accounts Beats Mass Outreach
Chet Holmes managed a magazine dead last in market share out of 15 competitors. He found 167 accounts drove 95% of industry revenue. He stopped pursuing the other 1,833. Cold turkey. Every 2 weeks: direct mail + phone call + fax. 4 months later:...
Marketers, Not Engineers, Drive Today’s Billion‑Dollar Brands
The (lazy) narrative: "agencies are dead" The reality: good marketers will get VERY rich — Building a product used to require a ton of capital, years of engineering or R&D, and a team you probably couldn't afford. (Trust me. I built a VC-backed tech...
Turn March Madness Alumni Data Into 50+ Sales Meetings
I've booked over 50 meetings from my March Madness template since starting it. And you can scale it with Sales Navigator. 68 different universities make the tournament. Odds are, at least one of your prospects went to 1 of those schools. Zero sports knowledge...
Join Our AI‑Driven SDR Team, Fast‑Track to Leadership
I'm looking for an SDR that's excited to embrace tech and AI. You'll be the second member of our SDR team with a focus on warm outbound and account-based prospecting across North America. A few key highlights: - Big part...
Cutting Marketing Won’t Fix Rising CAC—Fix Selling Friction
“The CAC isn’t clearing. We need to cut marketing spend.” I’ve heard that line more than once. On the surface it sounds rational. CAC is rising. Attribution dashboards look weak. So marketing must be the problem. But most of the...
Frictionless Commerce Chain Boosts Deal Velocity and Protects Margins
What does success look like 12 months in if you go all in on a frictionless Commerce Chain? I asked Lisa Martin, CRO of #Conga at #CongaConnect. Her answer was precise. Deal velocity accelerates. Deal volume grows. Revenue leakage stops hiding in...
Target Prospects with Priority Pain, Budget, Speed, No Blockers
Founders: Your best prospects have these traits: 1. Pain point is top 3 priority 2. Budget exists or allocated elsewhere 3. Can decide quickly 4. No major technical blockers 5. Clear ROI path Don't compromise.
Discovered a Winning Ad and Offer Simultaneously
Found a new winning ad and a new offer on the same day 🚀🚀 https://t.co/6IHT9GoF1L
Spot Hidden Prospects by Reading Job, Tech, Funding Signals
Founders: The best prospects are often hiding in plain sight: - Job postings = hiring pain - Tech stack = infrastructure - Client lists = industry focus - Funding = budget signals Learn to read these signals.
Strategic Narrative Powers the Attention Engine
This is Scott Albro talking strategic narrative as one of the core pieces of what he calls the Attention Engine. We will talk this and more at: Engineering Tailwinds. The GTM Playbook for Winning in Hard Markets. Thursday, March 26...
Don’t Chase Enterprise Just because some Teams Buy
So many startups erroneously think they should “go upmarket to the Enterprise” just because some teams at large companies bought their software. 50% of people work at big companies, and they’re already buying. Here’s more blunders to avoid: https://t.co/cE9pImYPyy
Recalculate ROAS: Tariffs Shift Break‑Even Targets
Your ROAS target is wrong. Tariffs keep changing, so you need to know your break-even math. A brand that needed 3.0x to break even might need 2.3x. That's the difference between cutting spend and scaling aggressively. Run this audit before making...
Deep Customer Success Unlocks Upsell Even After Layoffs
I still think about one of the smallest deals we won, that I was FIRED UP about. I got credit for $5.8K. One of my most proud wins of 2024. 90 days prior, we learned the sad news an active customer...
High ROAS May Mask Lack of New Customers
Strong ROAS in Ads Manager doesn't mean you're acquiring new customers. You might just be really good at selling to repeat customers. We killed a campaign last month because of exactly this. The campaign looked clean. • ROAS was holding • Conversions were consistent •...
From SaaS to RaaS: Pricing Shifts Toward Outcomes
Most companies still sell software. The future pays for outcomes. SaaS pricing is shifting through three phases. And if you’re not explicit about which phase you compete in, someone else will decide for you. Phase 1: SaaS You sell a...
From SKOs to Pickleball: Reviving Human Sales Skills
I spent the first 3 months of this year doing SKOs/keynotes for SDR/AE teams. Now that the seasons is over here is my focus is for the next season. 1. Pickleball Yeah we're back. I thought this was going to be the...
Consistent, Genuine Reddit Engagement Builds B2B Trust
The B2B brands winning on Reddit are not spamming links. They are showing up consistently. Answering questions genuinely. Building credibility post by post. Then when someone asks what tool to use or what agency to hire, their name is already in...
Prioritize Pain Points Over Relationships in Prospecting
Founders: Don't prospect by relationship first. Bad: "I know someone at Company X" Good: "Company X has our exact pain point" Then and only then check for relationship leverage.
Beyond CTR: Track ATC to Validate Creative Success
If you're only looking at CTR and CPM and calling it a day, it's pretty obvious why your creatives fail. CPM and CTR tell you how your ad is competing in the auction and whether people are clicking. That's it. They do...
LinkedIn Is the #1 Growth Engine for B2B Founders
I saw this post the other day: “Someone should buy LinkedIn and turn it off.” So. Dumb. If you sell B2B, there is literally no better place to get your business off the ground organically than LinkedIn. Nearly every Founder I've...
Scale Fast: Partner with POS, Not Each Restaurant
Signing customers one by one? Too slow. Zhong Xu signed 10 POS partners instead. Each brought 100 restaurants/month. That's how Deliverect hit $10M ARR in 2.5 years. https://t.co/V4jbNRxFum
Audit Your AI's Brand Knowledge Before Launch
Training the AIs is all of our jobs. Can it answer your prospects questions about your brand? Have you fed it the proof points it needs to recommend you? Is there any key information missing from it's training data?? It's...
Big Meta Spend? Audit These 5 Critical Inputs
Spending $50K+/month on Meta ads doesn't always mean your account is set up right. It could mean you're scaling the wrong inputs faster. Here are 5 things to audit in Ads Manager this month:
Name Their Biggest Concern, Then Solve It
One of my absolute favorite sales 'techniques.' Drop a line about “the biggest concern” you have and watch it magically get solved. 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝗮𝘁 𝗜 𝘀𝗵𝗮𝗿𝗲𝗱 𝗶𝗻 𝗮 𝗿𝗲𝗰𝗲𝗻𝘁 𝗰𝗮𝗹𝗹: "My biggest concern is that the team is...
Founders Confuse Sales Gaps with Product Flaws
seeng founders with sales pipeline problems masquerading as product problems you need to be stress testing messaging, positioning, pricing and packaging with the market just as much as you are stress testing the product final validation that the product works happens...
From $13 to $3M ARR in Eight Months
Crazy story. A kid in Hampton just turned 20 and went from $13 in his checking account to $3M ARR in 8 months. Here's his story (shared w/permission): - Started a podcast at 15 in his closet during the pandemic and interviewed Mark...
Stop Wasting $50K on Remarketing, Add Prospecting
The most expensive mistake I'm seeing on Meta right now: → $50–70K/month in ad spend → 90% of it running to remarketing → Zero prospecting. Zero incremental lift. Just recycling brand content to existing audiences The brand thought Meta wasn't working. Their agency...
Meta Penalizes Similar Ads; Diversify Creative to Lower CPM
Meta doesn't care how many ads you're running. It cares how different they are. You can’t keep blaming the same old things when CPM rises. → More competition in the auction → Post-holiday budget shifts → Algorithm changes Those things are real....
Don’t Silo PESO Tactics—Integrate Them as a System
At the start of our PESO Model® series, we talked about why the PESO Model Certification® was rebuilt for how people actually find information today. Before that, we went deep on the visibility engine : owned media as the proof-backed...
Sell the Buyer’s Personal ROI, Not Just Business Metrics
One of the biggest things B2B startups miss is underselling the "personal ROI" to the buyer or user of your technology. I spent time with a leadership team of a B2B startup yesterday and the topic of demonstrating ROI came up. We...
Human Social Platforms Translate Directly to AI Agents
Any major platform that worked for humans will probably work for agents. Agent to agent (A2A). Facebook/Reddit for agents (Moltbook) Ebay for agents (already a few of these) SEO for agents (Mintlify) Review sites for agents The list goes on and on.
Ownable Ideas Turn Buyers Into Followers
Your buyer already knows what they want. They’re waiting for someone to show them why everything they’ve tried falls short. That’s why an ownable idea is so powerful. When you find the right one, you stop chasing clients and start attracting...
Cold Calling Still Wins: Volume + AI Boosts Meetings
Cold calling still works in 2026. Most reps quit at a 2 to 3% meeting rate, while top performers hit 6 to 15% with data, AI, and personalization. 82% of buyers accept meetings from cold calls, and teams making 100+ dials a...
AI Slack Agent Boosts Lead Qualification and Human Collaboration
We have a sales agent in Slack that now looks at all inbound contacts (emails, handraisers, trial signups, etc.) and determines ICP fit & comes up with angles to get them on calls for higher ACV deals. The best part is...
Blended ROAS Hides SKU Performance; Track Collections, Monitor SKUs
Your blended ROAS is masking which products are actually carrying your account. We don't run SKU-level campaigns unless a brand has very few SKUs. We go collection-level. But we're always monitoring SKU data on the backend: https://t.co/Kha62DwjUl
