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Why Retention Matters (Especially at Seed & Series A)
Losing a top rep at Seed or Series A costs more than pipeline. You lose context, feedback loops, and momentum. Use clear expectations, inclusion in decisions, autonomy, stable comp, visible growth paths, and two-way feedback to keep your best sellers.
Jay Green
Sep 113 min read
The 30/30/30 Rule for Player-Coaches
How to balance pipeline, people, and process as a first-time sales leader. Early-stage startups love the idea of a player coach. The 30/30/30 Rule helps first-time sales leaders allocate time across IC pipeline, coaching and rep support, and process and strategy, with a 10 percent buffer for sanity.
Jay Green
Sep 112 min read
Coaching to Confidence, Not Quota (at First)
Early teams often push quota before clarity. Coach for confidence first. Use clarity-first goals, constant and safe feedback, and small wins to help reps ramp faster. Includes check-in questions and weekly goal templates you can use immediately.
Jay Green
Sep 102 min read
From Founder-Led to Repeatable Revenue
Translating founder magic into a repeatable sales motion is where many startups stall. This guide breaks down why founder-led selling works, why early hires struggle to replicate it, and simple steps to extract your pitch, add just enough process, and make learning a team sport.
Jay Green
Sep 103 min read
Preboarding That Builds Trust (That Doesn’t Require an HR Team to execute)
Simple preboarding reinforces excitement and trust without an HR team. Use five low-lift moves (Week 1 email, resource folder, welcome Loom, lightweight chat, LinkedIn hellos) to build connections and set new hires up to succeed before Day 1.
Jay Green
Sep 102 min read
Your New Hire Playbook: From Offer to Ramp
How to make your next sales or GTM hire feel prepared, supported, and ready to win… even without a formal onboarding program.
Jay Green
Sep 103 min read
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