Transit Unions Resist AVs to Protect Jobs, Not Safety
The reason all the "new urbanist" and "transit" accounts are anti-AV is thanks to their historical alliance with public transit, and by extension, the unions of those agencies. Transit people should be overjoyed about a safer transit technology in the form of autonomy. But it threatens the jobs-programs-masquerading-as-transit-systems that is every public transit agency. So these transit people find themselves twisted into knots fighting against what is fundamentally a revolutionary transit technology innovation. Sad.
Avoid Safe Deals: Risk Rejection to Find Real Opportunities
Founders: The most dangerous deals in your pipeline are the ones where you never risked rejection. Without that moment of truth, you have hope, not opportunity.
True Opportunity Measured by Post‑commitment
Founders: The strength of your opportunity isn't measured by how positive the conversation feels. It's measured by whether they stayed engaged after you asked for commitment.
Ask Hard Questions; Real Prospects Reveal True Interest
Founders: Your pipeline is full of fantasies until you've asked the hard questions. A prospect who hasn't had the opportunity to reject you isn't really considering buying.
Embrace “No” To Discover Genuine Opportunities
Founders: If you're afraid to hear 'no,' you'll never hear a genuine 'yes.' Real opportunities are born when you push past the comfort zone of maybe.
Legacy Media Embraces Fraud Investigations After Nick Shirley’s Shift
Now that @nickshirleyy made it acceptable to investigate fraud, the legacy media is finally jumping on the opportunity.
Real Sales Demand the Freedom to Say No
Founders: Without the possibility of a 'no,' your 'yes' is meaningless. Every real sales opportunity requires risking rejection.
Ask for the Sale or It’s Just Talk
Founders: If you haven't explicitly asked for the sale, it's not a pipeline opportunity. It's just a pleasant conversation with no commitment.
Waymo’s New York Rollout Is Effectively Dead.
Hahaha. Waymo rollout is dead in New York. Marxists want to dance in the mud before the moon rather than land on it.
Charge More Now, Profit From Tomorrow’s Features
Founders: The best pricing defense is future value: 'Yes, we cost more today. But in 12 months when you need [upcoming feature], you'll thank yourself for choosing the platform that's investing in innovation.' Sell tomorrow's product today.
Three Wins Required: Tech, Business, Procurement—Skip One, Deal Stalls
Founders: Every enterprise deal needs three closes: 1. Technical win (product fit) 2. Business win (ROI/value) 3. Procurement win (terms/price) Skip one, watch deals stall at the finish line.
California HSR: Tax‑dumping Scheme, Not Real Rail
People are confused about California’s High Speed Rail project. It’s not a rail project. It’s simply a program to shovel tax dollars to politically connected and desirable audiences. 💰Properties being purchased in the right of way? 💰”prevailing wage” laborers (50%-100%...
Mutual Close Plans Boost Deal Momentum Through Shared Accountability
Founders: Build mutual close plans with prospects: - Key milestones - Owner for each step - Target dates - Potential blockers Shared accountability drives deal momentum.
Give Notice, Add Value, Avoid Surprise Price Hikes
Founders: Price increases need a playbook: - 90 day notice minimum - Clear value additions - Migration paths Surprise increases are the fastest way to lose renewals.
Define Discount Authority Levels to Keep Pricing Strategic
Founders: Have a clear escalation path for deals: - Rep level: Up to 10% discount - Manager: Up to 20% - VP Sales: Up to 30% - CEO: Beyond that Makes discounting a tool, not a crutch.
Enterprise Sales Succeed when You Map Stakeholder Incentives
Founders: Map stakeholder incentives in big deals: - Who gets promoted if this works? - Who looks bad if it fails? - Who controls the real budget? Politics matter as much as product in enterprise sales.
Offer Speed, Support, and Training Over Lower Price
Founders: Package your concessions strategically: 'While we can't match competitor pricing, we can: - Expedite implementation - Add premium support - Include extra training' Show flexibility beyond just price.
Set List, Target, and Floor Prices Before Negotiating
Founders: Your pricing should anticipate negotiation: List price: What you show Target price: What you want Floor price: Absolute minimum Know your boundaries before talks start. Never negotiate without pre-set limits.
From Proof to Consistent Sales Repeatability
Was discussing with a student of mine the refinement of a sales motion as it moves from existence proof, to small repeatability, to consistent repeatability. This popped to mind as a visual analog. https://t.co/ferDzkq0wE
Use a Closing‑Week Checklist to Prevent Last‑Minute Surprises
Founders: Create a 'Closing Week' checklist: - All stakeholders identified - Security reviews completed - Payment process confirmed - Implementation timeline agreed No surprises in the final yard.
Prioritize Big, Likely Deals Over Small, Uncertain Ones
Founders: Grade your pipeline weekly on two axes: 1. Deal size 2. Close probability Spend 80% of your time on the top right quadrant. Don't let small, uncertain deals steal focus from big, likely wins.
Boost Your Child's STEM Passion with Oyla Subscription
If you have a kid who's into math and science (or you want them to be), get a subscription of Oyla for your house. https://t.co/O1ddLdEsu0
Empower Internal Champions with Data to Win Procurement
Founders: Your best weapon in procurement negotiations is the internal champion. Arm them with: - ROI analysis - Competitor pricing data - Implementation timelines Let them fight for you internally.
Never Discount without Securing Value in Return
Founders: Don't give discounts without getting something back: - Longer contract term - Case study rights - Expansion commitments - Reference availability Every concession should have compensation.
Turn Yes Into Action: Speed Wins Deals
Founders: Post-verbal agreement, maintain momentum: - Send contract same day - Schedule kick-off call - Intro to implementation team Treat 'yes' as the starting line, not the finish line. Speed reduces deal risk.
Set Clear Renewal Terms to Prevent Negotiation Nightmares
Founders: Your contract should have clear renewal terms: - Auto-renewal with 60-day opt-out - Maximum annual price increase - Minimum seat commitments Avoid renewal negotiation nightmares before they start.
Women Possess Significantly Sharper Sense of Smell than Men
On the topic of gender differences in various capabilities, did you know that women have substantially stronger smell sensitivity than dudes? https://t.co/PPAoGZv8Vx
Equip SDRs with Competitor Combat Cards to Stay Ahead
Founders: Your SDRs should prep combat cards for your top 3 competitors: - Their pricing model - Feature gaps vs. you - Common objection handling Knowing the competition's playbook lets you get ahead of it.
Negotiations Reflect Confidence, Not Just Price
Founders: Price negotiations aren't about the number - they're about confidence. When a prospect haggles hard, they're usually unsure about value, not price. Go back to ROI and pain points before discussing discounts.
Close Deals Thursday Afternoon for Smooth Implementation
Founders: The best close timing is Thursday afternoon. Friday deals risk weekend second thoughts. Monday deals compete with weekly firefighting. Thursday gives you time to handle paperwork and kick off implementation before the weekend.
Founders Who Execute See Demo Numbers Double
My final student session last night was at 7pm. The founder showed up and had done ALL of his homework. He had doubled the number of demos that were going onto his calendar since our prior session two weeks before,...
Create a Negotiation Playbook for Predictable Deals
Founders: Build your negotiations playbook early: - Standard discount tiers - Acceptable payment terms - Volume pricing breaks - Multi-year incentives Don't make it up deal by deal. Consistency drives predictability.
Set Redlining Limits to Preserve Deal Value
Founders: Set clear expectations around contract redlining: 'We can handle 1-2 rounds of reasonable changes. Beyond that, legal fees eat the deal value.' Helps prevent endless back-and-forth that kills deals through exhaustion.
Close the Deal Instantly: Speed Wins Over Competition
Founders: The moment someone agrees to pricing, send the contract. Not tomorrow, not after the weekend. Every hour of delay is time for them to second-guess or for competitors to swoop in. Speed of execution differentiates winners.
AI and Robotics Redefine the Family Stack
I think Kartik is onto something real here. AI and robotics are just now allowing the “family stack” to be fully reimagined.
Closed‑Lost Reasons Reveal Your Next Product Roadmap
Founders: Track closed-lost reasons religiously. They're your product roadmap. If you're losing deals to the same competitor feature or pricing tier repeatedly, that's not a sales problem. Feed this data to product & pricing teams weekly.
Send a Break‑up Email to Revive Stalled Deals
Founders: When deals go dark, send a direct 'break up' email: 'We've missed a few meetings. While I believe we can deliver [specific value], I don't want to be a pest. Are we still a priority?' Often prompts real answers or resurrects...
Align CRM Stages With Real Deal Blockers
Founders: Your CRM stages should reflect your actual sales process, not generic defaults. 'Needs Analysis' means nothing. 'Security Review Required' or 'Awaiting Budget Approval' tell you exactly what's blocking the deal. Make stages match reality.
Uncertain About Netflix's Take on Project Hail Mary
I’m not sure how the Netflix adaptation of Project Hail Mary is going to land. https://t.co/bzEIFS7bF2
Leverage Negotiations: Trade Discounts for Upfront Annual Payments
Founders: The best time to negotiate payment terms is when you have leverage. If they want a bigger discount, ask for annual upfront payment instead of quarterly. They save money, you get cash flow. Win-win negotiations beat zero-sum games.
Working Overtime to Afford Waymo Rides to the Moon
I work extra hours to fund my Waymo habit. They're going to the moon. https://t.co/W8gqyZ9uNx
Strategic Urgency Works—Only if It’s Genuine
Founders: Use urgency tactics strategically in down-funnel deals: - Rest of month free if signed this week - Limited implementation slots available - Current pricing only valid this quarter But make sure you can back up these claims. False urgency kills trust.
Socialist Economies First Curb Capital, Then Talent Flight
This is why socialist economies eventually restrict capital outflows and then human capital outflows. https://t.co/tWTL8I6DWU
Stand Firm on Pricing; Avoid Extra Discount Demands
Founders: When procurement asks for another discount on top of your agreed price, stand firm. You already factored this into your initial pricing. Remind them you're offering market rates and need sustainable margins to deliver value. Don't enter a reverse auction.
Identify Strong Champions Early to Save Time
Founders: Champion development checklist: 1. Access to budget 2. Strong internal network 3. Pain owner 4. Career upside from purchase 5. Engaged in process Missing 2+ = find new champion. Save time early.
Never Lose a Deal: Over‑Prepare Your Presentation Tech
Founders: The sales presentation tech stack: 1. Portable hotspot backup 2. All adaptor types 3. Presentations cached offline 4. Mini projector 5. Remote slide advancer No deals lost to tech issues. Be over-prepared.
Structured Pilot-to-Paid Framework Drives 80% Conversion
Founders: Pilot-to-paid conversion framework: 1. Weekly success metric reviews 2. Bi-weekly stakeholder updates 3. End-user feedback collection 4. ROI calculation at day 20 5. Transition meeting day 25 Structure = 80% conversion.
Waymo Grapples with Low-Tier Failures, Calls for Ejector Seats
Waymos are encountering the tyranny of the bottom quintile. This morning’s Waymo smells like someone puked in it and the depot did their best to cover it up. I imagine there are already internal teams spinning up projects to address. I would...
Two Red Flags Equal Unqualified Founder Leads
Founders: Discovery call red flags checklist: 🚩 No clear pain metrics 🚩 Can't name decision maker 🚩 No similar tool spend 🚩 No timeline pressure 🚩 Won't share budget range Any 2 flags = unqualified. Save your time.
Accelerate Deals with Timing, Extra Value, and Urgency
Founders: The deal acceleration playbook: 1. Find end of quarter/year pressure 2. Identify budget flush opportunities 3. Offer 14 months for 12 price 4. Add bonus implementation support 5. Create urgency with pricing changes Speed > discount.
