Notes from real founder calls.
The bottlenecks I see, the patterns that repeat, and how to spot them in your own sales motion. Drawn from real diagnostic calls with early-stage SaaS founders. Names changed, lessons unchanged.
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The Best SaaS Discovery Call Questions (and How to Run the Call)
The questions that get a prospect to describe their real problem, organized by call stage - plus how to run the call so it ends in a decision instead of "let me think about it."
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What Is a Good Cold Email Reply Rate for B2B SaaS?
The average is 3.4%, good is above 5%, and elite is 10%+ - but SaaS sits at the bottom of every benchmark. What the numbers are, and what your reply rate is telling you to fix.
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How to Define Your ICP for B2B SaaS (A Founder's Guide)
A step-by-step guide to writing an ideal customer profile specific enough to sharpen your outbound, positioning, and sales calls. The same process I use with founders on diagnostic calls.
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Why your outbound isn't working - you just haven't run it long enough
A founder told me he'd tried three channels in six months. When I asked how many sends he'd done on his best one, the answer was 80. That's not testing. Here's what actually is.
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Why the customers who answer the phone are slowing you down
Founders chase small businesses because the buyer is easier to reach. But access isn't budget. Why the customers who pick up the phone might be the ones quietly slowing your startup down.
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Why Getting More Discovery Calls Can Make Your Startup Worse
Three to four discovery calls a week feels like traction. Until you ask how many users came back unprompted. The cheap experiment that tells you whether you're growing or scaling noise.
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Why Your Cold Outreach Gets Ignored Even When Your Pain Points Are Real
Founders write cold emails full of real industry pain points and still get 5% reply rates. The fix isn't more volume or a new channel. It's a frequency test most founders never run on their own messaging.
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The four bottlenecks I see in every early-stage SaaS sales motion
Most founders think they have a growth problem. After 8+ years inside early-stage SaaS, I've learned the same four bottlenecks show up over and over - and which one is yours determines what to fix first.
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