Posts by admin


The Myth of Average

There’s no such thing as an average leader. Or employee. Neutral impact is a myth.

One is either a multiplier in the organization or one is actively destroying value.

In some ways I think this dichotomy is fairly obvious to most managers. But why then do so many net-negative employees seem to remain in their jobs far longer than they should?


Great Sales People are Built not Born

Over the last 4 years I’ve been part of promoting 24+ folks from the sales (business) development rep (SDR/BDR) role. Most of these SDRs have gone from college to their first closing role as an AE at an enterprise SaaS company within 18-24 months.

It’s awesome to watch young, talented, and hungry junior sales people have the chance to accelerate their careers. It’s also given me perspective on what it takes to succeed in B2B enterprise SaaS sales. And what it takes is a lot.

The failure rate of a first time AE is substantial. It’s not just not easy to move from setting appointments to closing five or six figure deals. So congratulations on moving up. Time to get serious.


11 Game-Changing Mental Models from Finance

There’s no doubt that mental models are powerful. Whether rules-of-thumb, more elaborate heuristics, or complete scaffolds on which to hang components of knowledge, each mental model serves as a framework to better understand the world. That’s why, amongst others, Charlie Munger stresses their utility across all professions.

In this post, I want to talk about several related mental models from finance that have been invaluable in all parts of running a business (GoStudy) and scaling the G2M organization of another (CB Insights).

The eleven models covered here are:

  • Opportunity costs
  • Time Value of Money (+ compound interest)
  • Net Present Value
  • Expected Value and Tree Diagrams
  • Utility
  • Sunk Costs vs. Thinking on the Margin
  • The Normal Distribution
  • Comparative vs. Absolute Advantage
  • Game Theory & Prisoners Dilemma
  • Pareto Principle and Power Laws
  • Economic Moats

Let’s dive in.


What do you do after work?

A few days ago, one of the most junior people on my team: a bad-ass, intelligent, driven woman asked the team what we do when we’re not working.

I half-jokingly said, ‘do more work.’

The team laughed (thank god), but their laughter seemed to acknowledge that there was more than a little truth in the boss’s line. The laughter spoke to me that for the most part this is a team of vets. We all work really hard, none of us measure our productivity in hours, and therefore you’ll often find us going above and beyond to get where we feel we should be. Hitting world class isn’t free.

Which sometimes means we work after work.