Field Notes
Sharp, opinionated essays for B2B SaaS founders and revenue leaders running short-cycle sales motions. Written by Matt Weisman.
Same hiring profile, same comp plan, same product. Two reps blow past quota, two reps miss. The easy answer is to blame the reps. That's almost always wrong. Here's what's actually causing uneven performance and how to fix it.
Read the postMEDDIC is the most adopted qualification framework in B2B. It will also slow your velocity team to a crawl. Different sales motions need different frameworks. Here's why MEDDIC breaks at $10K and what works instead.
Read the postFounder-led sales works until it doesn't. The question isn't whether you should stop selling as founder. It's when. Here are the three clear signals you're past the right moment to hand off and what to do about it.
Read the postYour first AE hire is the single most consequential sales hire you'll ever make. Here's the profile, the comp structure, and the 90-day ramp plan that actually works for a velocity SaaS first AE.
Read the postA 30-minute discovery call. No pitch, no deck. Just an honest conversation about where you are and whether SAILS is the right fit.
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