by Mark Gordon | Jan 5, 2026 | Blog
TL;DR Most startups fail go-to-market because they describe sales channels instead of defining who should buy first and why. Early traction comes from targeting customers who feel the pain immediately, can buy quickly, and get clear value fast. Go-to-market success is...
by Mark Gordon | Jan 2, 2026 | Ramblings
TL;DR The “we’re a family” idea works in the earliest days but breaks as companies grow, because families are unconditional, while teams are built to win at a specific stage. Holding onto roles out of loyalty creates misalignment and quiet frustration instead of...
by Mark Gordon | Dec 30, 2025 | Ramblings
TL;DR Alignment, not effort, drives momentum. 2026 is about committing to focus: one market, one offer, one motion, and cutting distractions. Clear ownership of the customer, simple messaging, shared goals, and systems that support how you sell turn learning into...
by Mark Gordon | Dec 29, 2025 | Blog
TL;DR A product demo is a decision moment, not a presentation. High-converting demos happen when prospects are already comparing options, are grounded in real workflows, and clearly show effort, tradeoffs, and outcomes. Preparation, realistic scenarios, honest...
by Mark Gordon | Dec 26, 2025 | Ramblings
TL;DR 2025 was a reset for go-to-market. AI moved from experiments to infrastructure, execution started to matter as much as strategy, outbound became signal-driven instead of volume-driven, RevOps became foundational, and brand started influencing buyers earlier than...
