Blog tagged as Revenue

How to Close a Consulting Deal Without Sounding Desperate

Most consulting deals are not lost in the follow-up. They are lost in the meeting — when the conditions for closing were never created.

The meeting had gone well. The client was engaged throughout. They had asked detailed questions about the ap...

Why Your Revenue Is Lying to You

Revenue is the number everyone celebrates. It is also the number that most consistently misleads founders about the health of their business.

The quarterly review was good. Revenue was up twenty two percent. The team had worked hard and the numbers reflected it. There ...

How to Get Your First Paying Customer Before Your Product Is Finished

Waiting until the product is ready to find your first customer is the most expensive mistake a startup founder can make. Here is why and the exact sequence that gets you paid before you build.

The logic seems obvious. Build the prod...

How to Price Something When No One Has Ever Bought It Before

The price you set for your first product is one of the most consequential decisions you will make as a founder. Most get it wrong in the same direction too low for the same reason fear. Here is how to get it right.

The pricing conversation i...

The Founder Who Cannot Sell Cannot Build How to Start

You do not need to become a salesperson. You need to learn one thing: how to have a genuine conversation about a real problem with a person who has it. The rest follows.

Most startup founders fall into one of two uncomfortable positions with sellin...