The hottest Sales Substack posts right now

And their main takeaways
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Why We Make the Exeter Hammer

The American Peasant • 2715 implied HN points • 27 Oct 24
💼 Business Product Development Entrepreneurship Manufacturing Marketing Sales
  1. The Exeter Hammer was developed over three years to create a lightweight, balanced tool ideal for furniture makers. It combines good design and functionality to improve woodworking tasks.
  2. The hammer's design process involved scrapping an earlier project that felt too similar to common hammers on the market. This led to creating a unique hammer that meets specific needs of woodworkers.
  3. The first 400 hammers sold quickly, showing a strong demand and approval from users. This success suggests that thoughtful design can resonate well with the target audience.

Moving beyond founder-led sales

Kyle Poyar’s Growth Unhinged • 268 implied HN points • 22 Jan 25
💼 Business Sales Marketing Startups Growth Revenue
  1. Warmly grew from zero to $700k ARR in 2023 by using a founder-led sales approach, where the co-founder took a hands-on role in closing sales.
  2. By shifting to a more structured and scalable sales process, Warmly was able to triple their revenue plan for 2024 and build a diverse sales team with various roles.
  3. They experimented with different marketing channels, including partnerships and paid ads, which helped them expand their customer base while learning which strategies were most effective.

Downstream Problems

The Breaking Point • 199 implied HN points • 29 Oct 24
💼 Business Sales Marketing Leadership Decision-making Growth
  1. Focus on solving the root problem, not just the surface issues. Fixing the wrong thing will only lead to more problems.
  2. Quality leads are crucial for a successful sales process. Even a flawed process can succeed if the leads are strong and motivated.
  3. Looking upstream for solutions can help fix multiple problems at once. If you improve one area, other issues may also resolve.

Our first try at PLG nearly failed. Here's what we did next.

Kyle Poyar’s Growth Unhinged • 354 implied HN points • 08 Jan 25
💼 Business Startups Marketing Sales Product Growth
  1. The team turned around low activation and conversion rates by improving their onboarding process. They made it easier for users to get started and better understood how to use the product.
  2. They used data from user feedback and behavior to identify problem areas in their product. This helped them find ways to create a smoother experience for users.
  3. By adding gentle reminders and prompts in their product, they encouraged free users to explore paid options. This strategy increased their free-to-paid conversion rate significantly.

Perceived Value

The Breaking Point • 279 implied HN points • 17 Oct 24
💼 Business Sales Marketing Customer Service Branding Product Development
  1. Value is based on how the buyer sees it. For example, ice cubes can be very valuable on a hot day, but not so much on a cold one.
  2. Customers often find high value in features that are easy to create, rather than the complex ones. A simple 'Export to Powerpoint' function ended up being super useful for many users.
  3. Sometimes, the reasons customers buy a product aren’t just about how useful it is. They might buy it for the customer service, prestige, or other factors that might surprise you.
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Founder Mode👨‍💼, The Extinction of VC💀, How to Build More Pipeline🚀

The VC Corner • 259 implied HN points • 15 Sep 24
💼 Business Venture Capital Startups Funding Sales Growth
  1. The current landscape for venture capital is changing, and there are risks that could impact its future. It's important for founders to understand these shifts.
  2. Founders can take control of their growth strategies by focusing on building a solid sales pipeline. This can help them succeed even in uncertain times.
  3. Adapting to new growth approaches is necessary for SaaS businesses. Finding fresh methods can lead to sustained success and relevance.

Last Call to Save 25% on Your Subscription

Common Sense with Bari Weiss • 695 implied HN points • 01 Dec 24
💼 Business Marketing Subscriptions Promotions Sales Journalism
  1. You can get a 25% discount on an annual subscription to The Free Press, which costs $60.
  2. The subscription offers full access to articles, investigations, and popular columns, as well as the chance to join discussions in the comments.
  3. Subscribers will also get early access to tickets for special events, including debates and book talks.

The definitive product positioning framework

Kyle Poyar’s Growth Unhinged • 749 implied HN points • 04 Dec 24
💼 Business Marketing Startups Strategy Sales Product
  1. Choosing the right customer segment is crucial for your product's success. Different segments have different needs, and you need to focus your strategy accordingly.
  2. Positioning isn't something you can just test quickly with A/B tests. It's more of a strategic choice you make at a higher level, affecting how you market and present your product.
  3. Your homepage is the best place to show your product's positioning. It should be clear and accessible, so everyone inside and outside the company understands it.

1st Look at Local Housing Markets in December

CalculatedRisk Newsletter • 52 implied HN points • 08 Jan 25
💰 Finance Housing Markets Sales Inventory Economics
  1. In December, closed home sales saw an 18.1% increase from the previous year, indicating a positive trend in some local markets.
  2. There was a significant jump in active housing inventory, up 27.2% compared to last year, with more homes available for buyers.
  3. New listings also grew by 11.8% year-over-year, but overall levels are still historically low compared to 2019.

Methods and Outcomes

The Breaking Point • 159 implied HN points • 08 Oct 24
💼 Business Strategy Planning Management Sales Decision-making
  1. When making decisions, it's important to separate methods from outcomes. If you mix them up, it can lead to confusion and endless debates.
  2. You can plan in two ways: starting with methods to estimate outcomes or starting with outcomes to figure out the methods needed. Both ways can work depending on the situation.
  3. To empower your team, give them clear outcomes and let them choose their own methods. This way, they feel involved and motivated to succeed.

How we built a business out of recession - chapter 29 - Aston Martin?!

The ZIPster • 35 implied HN points • 10 Jan 25
💼 Business Entrepreneurship Startups Management Strategy Sales
  1. Starting a business is tough, especially during hard times, but with the right idea, it can thrive. CitNOW found success by focusing on video services for car dealers when no one else was doing it.
  2. Partnerships can make or break a business. For CitNOW, getting a big contract with Nissan was a major boost, but it also showed how complex relationships with larger companies can be.
  3. When competition increases, businesses must adapt. CitNOW faced new rivals offering cheaper services, so they had to find ways to cut costs without losing quality to stay competitive.

The 10 biggest mistakes I made bootstrapping to $1M ARR

Kyle Poyar’s Growth Unhinged • 788 implied HN points • 13 Nov 24
💼 Business Startups Marketing Sales Entrepreneurship Growth Strategies
  1. Launching on Product Hunt was a big effort, but it didn't really help with getting customers. It was a good learning experience, though, and helped shape our messaging.
  2. Hiring digital marketing agencies didn't work out well because we didn't understand marketing ourselves. We realized we needed to learn the basics to direct our strategy effectively.
  3. Spending a lot on affiliate marketing and event sponsorships didn't pay off. Having a great product isn't enough; you need a solid plan to get others to promote it effectively.

Cadeau : une formation gratuite

L'Atelier Galita • 79 implied HN points • 13 Oct 24
💼 Business Marketing Sales Training Entrepreneurship Online Courses
  1. There's a free training available on how to sell if you don't like selling. It's a chance to learn useful skills without any cost.
  2. This training is available for a limited time of 24 hours, specifically for premium members. It's a special offer to appreciate loyal subscribers.
  3. The training focuses on the basics of copywriting, which can help improve selling techniques. Even if you're not a fan of sales, these tips can be valuable.

9 tactics to get your first 50 SaaS customers in 2025

Startup Business Tips 🚀 • 47 implied HN points • 19 Jan 25
💼 Business SaaS Marketing Sales Growth Strategy
  1. Networking can help you find your first SaaS customers. Reach out to people you know for introductions and referrals.
  2. Creating comparison and alternative pages on your website can attract customers in crowded markets. Show how your product stacks up against competitors.
  3. Understanding customer feedback is crucial. Ask customers how they heard about you and track why deals were lost to improve your sales process.

Don't hunt, set traps

Startup Real Talk • 291 implied HN points • 04 Dec 24
💼 Business Entrepreneurship Sales Marketing Customer Acquisition Growth Strategies
  1. It's better to set up systems for getting customers rather than just trying to close individual sales. This way, you can get more customers efficiently over time.
  2. Once your product fits the market, focus on creating repeatable ways to attract customers. This is more valuable than closing one deal at a time.
  3. Like setting traps for hunting, having a continuous lead system helps your business succeed without relying on just one person for sales.

A guide to gift subscriptions and special offers

Substack Blog • 219 implied HN points • 25 Nov 24
💼 Business Marketing Subscriptions E-commerce Sales Customer Engagement
  1. Gift subscriptions are a great way for your current subscribers to share your work with friends and family during the holidays. It's not just a gift for them, but also helps promote your content.
  2. Special offers and discounts can make subscriptions more appealing for new subscribers. Timing these offers around holidays or relevant events can boost conversions and attract new readers.
  3. Using the holiday season to engage with your audience creatively fosters a sense of community. Celebrating together can help grow your subscriber base and strengthen relationships with existing ones.

40+ ICP marketing plays

Kyle Poyar’s Growth Unhinged • 465 implied HN points • 23 Oct 24
💼 Business Marketing Sales Growth Strategy
  1. Identify your ideal customer profile (ICP) well. Look at signals like company growth and tech usage so you know who to target.
  2. Use different marketing strategies together, like emails and social media, to reach your best customers effectively. It's better than just hoping your ads will land on the right people.
  3. Keep track of how potential customers interact with your business, like signing up for newsletters or attending events. These actions show they are interested and can help guide your follow-up efforts.

Black Friday - Happy Birthday sale

Computer Ads from the Past • 128 implied HN points • 30 Nov 24
💼 Business Sales Marketing E-commerce Subscriptions Retail
  1. There is a special sale going on for Black Friday and a birthday celebration, offering 38% off subscriptions until December 8th. It's a fun way to mark the occasion and give people a discount.
  2. Readers can also support through one-time donations on various platforms like Ko-Fi or Patreon. There are flexible options for those who want to contribute.
  3. Gift subscriptions are available, making it an ideal present for anyone interested in computer ads or a fun way to share unique content. It's a thoughtful holiday gift for a nerdy friend.

How to build your GTM strategy from scratch

Kyle Poyar’s Growth Unhinged • 291 implied HN points • 06 Nov 24
💼 Business Startups Marketing Strategy Sales Growth
  1. Building a go-to-market (GTM) strategy involves understanding stages like problem-solution fit, product-market fit, and go-to-market fit. Each stage helps you grow and attract more customers.
  2. Create an Early Customer Profile (ECP) based on real evidence to identify your first customers. This helps you target those who have a strong need for your product and are willing to pay.
  3. Differentiate your product by refining your unique value proposition (UVP) and unique selling proposition (USP). This makes it clear why customers should choose you over the competition.

Lessons from $1/day challenge

Kenny’s Sub • 299 implied HN points • 22 Jul 24
💼 Business Entrepreneurship Marketing Sales E-commerce Product Development
  1. Haggling often doesn't work well in the long run. It's better to stick to your price and negotiate on other terms if needed.
  2. $1 can feel expensive to some people. They may not see the value in what they are buying or find it too much effort for a small price.
  3. You need to have products ready to sell. Without anything to offer, it's tough to make money. Planning ahead is crucial.

Case Study: Scaling customer intelligence

Artificial Ignorance • 117 implied HN points • 27 Nov 24
💼 Business Sales Marketing AI Data Analysis Customer Insights
  1. AI can help analyze a large number of sales calls quickly instead of relying on humans to do it manually. This makes it easier to understand customer behaviors and needs.
  2. Choosing the right AI model is important. Higher quality models may cost more, but they can provide better and more accurate results over cheaper options.
  3. It’s essential to make the data user-friendly. Organizing and making information accessible helps teams use insights from the analysis effectively.

Sacrifice revenue for simplicity

Tiny Empires • 98 implied HN points • 11 Dec 24
💼 Business Entrepreneurship Marketing Sales Product Development Strategy
  1. Sometimes, it's better to simplify your business model even if it means making less money. This can save you time and reduce stress.
  2. Instead of making custom offers for every client, create standard packages to streamline sales. This way, you spend less time on individual deals.
  3. Automating your sales process can help you focus on growth. With self-serve options, clients can buy directly from your website, which saves you effort.

The Pipeline Metrics That Matter

Bottom Up by David Sacks • 281 implied HN points • 29 Oct 24
💼 Business Sales Marketing SaaS Metrics Forecasting
  1. Tracking pipeline generation is crucial for growth in SaaS companies. If new opportunities are increasing, it's a good sign to hire more sales staff; if not, boost marketing efforts.
  2. Understanding pipeline conversion metrics helps identify where improvements are needed. Knowing how long deals take to close and where they tend to get stuck can lead to better sales processes.
  3. Active pipeline metrics allow for accurate forecasting. Keeping an eye on open opportunities and their expected close dates helps businesses plan and strategize effectively.

How to Exhibit at a Trade Show

Startup Real Talk • 242 implied HN points • 23 Oct 24
💼 Business Marketing Sales Networking Strategy Events
  1. Always stand in front of your booth to grab attention. Being visible helps you connect with more people.
  2. Start conversations by inviting passersby in with something interesting, like a giveaway. This makes it easier to engage them.
  3. Follow up quickly after the event. Use your notes to personalize your messages so people remember you and what you discussed.

How we built a business out of recession - chapter 28 - lets get personal

The ZIPster • 44 implied HN points • 13 Dec 24
💼 Business Startups Entrepreneurship Finance Growth Sales
  1. Running a small business means wearing many hats and staying proactive, especially when things get busy. It’s easy to forget important tasks when you're juggling too much at once.
  2. Bringing in the right people, like a good finance director, can really help keep a company on track, especially when cash flow is tight. That support can be a lifeline during tough times.
  3. Being mindful of your image and decisions is crucial in business. Making flashy choices can draw unwanted attention and distract from the goals you should be focusing on.

The 21 GTM Channels to grow your SaaS

Startup Business Tips 🚀 • 56 implied HN points • 15 Dec 24
💼 Business Startups Marketing Sales Growth SaaS
  1. There are 21 different channels to grow your SaaS business. Some channels focus on direct interactions, while others rely on partnerships and external platforms.
  2. When choosing a channel, consider your product's complexity, market maturity, and your team's skills. Not every channel works for every product.
  3. It's important to engage with your customers through valuable content and be visible on social media to attract and retain them.

Lessons From Over 13 Million Naira Worth of Organic WhatsApp Sales

Day One • 758 implied HN points • 24 Feb 24
💼 Business Sales Marketing Content creation Data Analysis Customer Support
  1. Building trust and authority through valuable content is essential for selling products or services online
  2. Utilizing testimonials and free high-quality content can greatly persuade potential customers to make a purchase
  3. Addressing objections, providing ongoing support, and reducing buyer's remorse are key to maintaining customer satisfaction and loyalty

AI lets you scalably do things that don't scale

Generating Conversation • 70 implied HN points • 14 Nov 24
💼 Business Startups Marketing Sales Technology Customer Service
  1. AI helps businesses do tasks that usually require a lot of personal attention but can now be done at a larger scale. This means companies can reach more people without losing that personal touch.
  2. Using AI can improve customer support and technical help by automating common questions and providing quick solutions, allowing teams to handle more inquiries efficiently.
  3. Startups can grow faster with AI because it lets them do more with less staff. This ability to automate and customize tasks helps them stay lean while still offering great service.

How we built a business out of recession - chapter 27 - kingmaker

The ZIPster • 35 implied HN points • 06 Dec 24
💼 Business Start-ups Entrepreneurship Management Sales Investment
  1. CitNOW started small but grew quickly because they found a real need in the market. Their hard work finally paid off when big clients began to show interest.
  2. Growing a business means taking risks, like moving to a bigger office when your team expands. It’s important to adapt and hire the right people as demand increases.
  3. Team dynamics matter a lot in a start-up. Changing roles and titles can help everyone focus on what they do best and keep the business moving forward.

Why, When, and How to add Sales to your Product-Led Growth motion.

Elena's Growth Scoop • 786 implied HN points • 11 Jan 24
💼 Business Sales Product-led growth Enterprise Competitors Growth Strategies
  1. Product-Led Growth (PLG) allows products to scale endlessly and adapt quickly to market changes.
  2. Adding sales to PLG is necessary for B2B companies to capture enterprise market and drive growth.
  3. When considering adding sales, focus on complex products, higher AOVs, and the need for sales assistance.

From 0 SEO experience to an agency

Kenny’s Sub • 179 implied HN points • 11 Jun 24
💼 Business Entrepreneurship Marketing Sales Management Personal Development
  1. To succeed, it's important to go all out and fully engage in your work. Learning from past experiences and caring about people can make business more enjoyable and rewarding.
  2. Staying committed to your daily routines helps maintain momentum. Missing a day is okay, but try not to miss two in a row to keep moving forward.
  3. Effective communication is key, especially in sales. By planning questions and being genuinely curious, you can connect better with people and help them achieve their goals.

[Launch] I wrote a book on Growth Marketing

Channels of Growth • 687 implied HN points • 19 Jan 24
💼 Business Marketing Startups Entrepreneurship Product Management Sales
  1. The book 'Channels of Growth' focuses on a Growth Marketing Framework for dominating channels and building better products.
  2. All users come from channels when it comes to growth, emphasizing the importance of understanding and optimizing these channels.
  3. The book aims to provide a personal Growth Marketing framework based on lessons from over $100M+ spent on growing products.

How we built a business out of recession - chapter 25 - we want a Gordon.

The ZIPster • 44 implied HN points • 15 Nov 24
💼 Business Entrepreneurship Startups Consulting Sales Growth Strategies
  1. Hiring experienced consultants can help a business grow quickly without long-term commitments. This helps you tackle competition and make informed decisions.
  2. Forming strong connections is important for business success. Having the right people with industry contacts can pave the way for new opportunities.
  3. Sometimes, it's hard to convince talented people to join your team. Offering them a share of the company can be an attractive incentive.