The Ten Commandments of Scale

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The Ten Commandments of Scale

After four exits, I have learned there is a straightforward recipe for building a company. Most companies fail because they want a great product or marketing campaign to replace the work of sales.

Revenue creation makes every problem in a growing business easier or irrelevant.

Prospecting-based firms win nine times out of 10. Sales is an art, science, and methodology perfected through experience. Selling is also highly misunderstood by many firms who want a salesperson and need a sales system. Here are the Ten Commandments of Scale.

  1. Your product works — if you want to sell your offering and close new clients — it has to. Sales only works through confidence and belief. We kicked the “hopium” habit years ago. A product that works is the number one thing most startups lack. It’s next to impossible to sell products that don’t solve core business needs or don’t exist in a ready to deploy way.

Anytime you say no to something, you should be saying yes to something better.

Sales at firms with over $1B in exits, former F500 leader, founder of BraveHome + HALO, and Monreal Holdings. Strong opinions loosely held. Kinda.

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