The hottest Sales Substack posts right now

And their main takeaways
Category
Top Business Topics

Adobe

Business Breakdowns • 353 implied HN points • 18 Apr 23
đź’Ľ Business Sales
  1. Adobe sells software for designers and marketers, known for products like Photoshop.
  2. Adobe's business is divided into three segments: Digital Media, Digital Experience, and Publishing.
  3. Adobe transitioned from product sales to subscription revenue model, leading to significant growth and challenges.

17 experts sharing their best tips founders shouldn’t skip in their 0-1mil ARR journey?

Startup Business Tips 🚀 • 34 implied HN points • 07 Dec 25
đź’Ľ Business Sales
  1. Match your positioning to market reality by honestly assessing market maturity, choosing a clear product category or use case, and crafting a simple sales story backed by a central messaging library.
  2. Build your Ideal Customer Profile from real customer behavior and early wins, niche down to the segments that get the fastest ROI, and make the ICP a living system that guides product, marketing, and sales.
  3. Treat go-to-market as repeatable processes: start content once you have an MVP and one sharp narrative, run pricing as a regular iteration tied to company stage, and keep CRM and KPIs simple so you follow up and make data-driven decisions.

The best automated GTM plays you’re not running

Kyle Poyar’s Growth Unhinged • 410 implied HN points • 12 Feb 25
đź’Ľ Business Sales
  1. Automation in marketing doesn't mean sending many random messages. It can be effective by targeting the right audience in a smart way.
  2. Using advanced tools, businesses can reach out to potential clients based on specific signals, like job changes or website visits, making outreach more relevant.
  3. By focusing on quality over quantity, automated strategies can significantly improve response rates and lead conversion, creating a more successful approach to sales.

🚪From 0 to 5-figure exit in 2 months

No-Code Exits • 334 implied HN points • 16 Mar 23
đź’Ľ Business Sales
  1. Interview with Domenico about building and selling a product from scratch in 2 months
  2. How Domenico attracted users without paid marketing by leveraging Twitter and other platforms
  3. Domenico's advice for No-Code Makers: Validate product before launch, focus on revenue, and be honest about product strengths and weaknesses
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How to actually start a creative business

Trying In Public • 119 implied HN points • 15 Mar 24
đź’Ľ Business Sales
  1. Start a creative business by solving a problem or pursuing what you love doing all day.
  2. To succeed, focus on building proficiency in what you want to create or offer.
  3. Get clear on who your target audience is, create prototypes, collect feedback, and iterate to improve.

Moving beyond founder-led sales

Kyle Poyar’s Growth Unhinged • 425 implied HN points • 22 Jan 25
đź’Ľ Business Sales
  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.

The VC Corner đź“° #8

The VC Corner • 179 implied HN points • 13 Jan 24
đź’Ľ Business Sales
  1. Carta is facing accusations of unethical practices, which could impact its reputation in the industry. It's a reminder that businesses need to act ethically to maintain trust.
  2. To become a sales-focused founder, there are key steps to follow. Focusing on sales can help drive growth and success for startups.
  3. The outlook for healthcare in 2024 is being discussed. Understanding trends in healthcare can help investors and startups prepare for future opportunities.

AI will replace you at your job if you let it

Technically • 28 implied HN points • 16 Dec 25
đź’Ľ Business Sales
  1. If you hand the core parts of your job to AI without meaningful oversight or creativity, your employer may decide the AI can do it instead of you.
  2. Relying on AI for foundational tasks prevents you from learning the craft and developing good judgment, which makes you less valuable over time.
  3. Use AI to augment your work, not replace it. Start small by automating narrow repetitive tasks, keep guardrails and testing in place, and combine model outputs with your own insight and personalization.

Element's Progress At JPM

ASeq Newsletter • 14 implied HN points • 13 Jan 26
đź’Ľ Business Sales
  1. Revenue grew to $85M in 2025, roughly 40% higher than the prior year. Despite that growth, the company likely still runs large losses and burns over $100M a year.
  2. The install base expanded to 450 systems (up 60%) and consumable shipments doubled, signaling stronger customer adoption. About 35% of new shipments are multi‑omics Aviti24s, so customers are taking the multi‑omics option.
  3. The product roadmap includes an IVD‑certified Aviti, a higher‑throughput benchtop instrument targeting $100 genomes, and multiomic workflows for FFPE and fresh frozen samples. These product moves could broaden the company’s addressable markets from diagnostics to high‑throughput genomics.

TAM Volume

Sriram Krishnan’s Newsletter • 275 implied HN points • 18 Jul 23
đź’Ľ Business Sales
  1. When considering a market, focus not just on the total value but also on the volume of potential customers or personas.
  2. High volume of target customers provides more opportunities for learning and growth in a business.
  3. A larger TAM (volume) allows for more chances to adjust strategies and learn from mistakes compared to low volume markets.

High churn, low LTV

Top of the Lyne • 275 implied HN points • 17 Jun 23
đź’Ľ Business Sales
  1. Generative AI company Murf uses behavioral AI to penetrate the enterprise market and boost self-serve conversions.
  2. Murf's AI engine helped increase enterprise conversions by 10% and boosted revenue closed by 20% for their sales team.
  3. The AI engine improved conversion rates by 7x for pro self-serve conversions during a Black Friday promotion.

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
đź’Ľ Business Sales
  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.

40+ ICP marketing plays

Kyle Poyar’s Growth Unhinged • 465 implied HN points • 23 Oct 24
đź’Ľ Business Sales
  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.

The Corner Store vs The Wholesaler

The Data Jargon Newsletter • 59 implied HN points • 21 May 24
đź’Ľ Business Sales
  1. The corner store model focuses on personal relationships and tailored solutions, while the wholesaler model is more about scale and efficiency. It's important to know what type of service you need for your business.
  2. Consulting firms can operate like either a corner store or a wholesaler, but they can't do both well at the same time. Understanding which approach fits your needs can save you money and frustration.
  3. Often, businesses think they need the efficiency of a wholesaler, but what they really need is the personal touch and problem-solving skills of a corner store. A personalized approach can lead to better outcomes.

Blessed Assurance Too Often Rejected

The Better Letter • 235 implied HN points • 05 May 23
đź’° Finance Sales
  1. Income annuities can provide retirees with guaranteed consumption and hedge against longevity risk.
  2. Consumers often reject income annuities due to loss aversion, complexity, and lack of understanding.
  3. Being a good financial advisor involves selling what clients need, even if it's not what they initially want.

Is there an enterprise sales gene?

Top of the Lyne • 216 implied HN points • 30 Mar 23
đź’Ľ Business Sales
  1. The enterprise sales gene is complex and unique, different from SMB and mid-market sales genes.
  2. Understanding the ideal customer profile and reaching decision-makers is crucial in enterprise sales.
  3. Emphasize value over features, tell compelling stories, and focus on how your product benefits the customer's business in enterprise sales.

Apple’s #2 Business Keeps Growing

CIRP - Apple Report • 98 implied HN points • 07 Feb 24
đź’Ľ Business Sales
  1. Apple's Services segment is growing faster than other segments like iPad, Mac, Wearables, Home, and Accessories.
  2. 60% of Apple customers pay for expanded iCloud storage, making it a popular service.
  3. Apple Music has the highest penetration among Apple's media services, showing strong competition in this sector.

Don't hunt, set traps

Startup Real Talk • 291 implied HN points • 04 Dec 24
đź’Ľ Business Sales
  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.

How to make PLG + SLG work in the AI era

Good Better Best • 2 implied HN points • 13 Feb 26
đź’Ľ Business Sales
  1. PLG and SLG are not separate — design your product and contract journey so customers can flow between self-serve and sales-led experiences without friction.
  2. Prioritize flexibility in packaging and pricing, using committed-spend or credit models so customers can scale up and you avoid constant re-contracting.
  3. Align systems and finance: unify billing, CPQ, and reporting and treat professional services as an on-demand, billable product so expansion stays measurable and low-friction.

AI must be more than a checkbox

The AI Frontier • 39 implied HN points • 02 May 24
đź•ą Technology Sales
  1. AI should be seen as more than just a box to tick off. Companies need to genuinely understand how AI can help them, rather than just wanting to say they have an AI strategy.
  2. Startups often waste time on leads that aren’t serious. They need to be smart about who they spend time with to avoid low-quality customers and wasted effort.
  3. When companies buy AI products without knowing the benefits, it can lead to regret and wasted money. It's important for both buyers and sellers to clearly understand the value AI brings.

Going Up-Market Will Not Solve Your Problems

The Breaking Point • 299 implied HN points • 06 Jun 23
đź’Ľ Business Sales
  1. Focusing on larger customers with bigger contracts may not solve all your business problems.
  2. The decision-making process and needs of larger customers can be vastly different from smaller ones.
  3. Shifting to target larger customers requires significant time and changes across your marketing, sales process, and team.

How to build your GTM strategy from scratch

Kyle Poyar’s Growth Unhinged • 291 implied HN points • 06 Nov 24
đź’Ľ Business Sales
  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.

Using AI Agents to Hunt Prospects 24/7

Enterprise AI Trends • 105 implied HN points • 03 Jun 25
đź’Ľ Business Sales
  1. AI can take over prospecting tasks, allowing you to focus on other important things. Instead of just assisting you, AI can act independently to find leads.
  2. With AI doing most of the work, prospecting becomes a continuous and flexible process. It doesn't rely on human effort alone, making it less tiring.
  3. You'll still need humans to set up and adjust the AI agents, but the AI can handle the heavy lifting in finding prospects. This makes the overall workflow much smoother.

OpenAI's Enterprise AI Strategy in a Nutshell

Enterprise AI Trends • 189 implied HN points • 10 Feb 25
đź•ą Technology Sales
  1. OpenAI is shifting its focus to a stronger enterprise strategy, moving beyond just APIs and consumer-focused ChatGPT plans.
  2. They plan to develop and deliver custom AI models specifically for businesses, separate from what regular users get.
  3. OpenAI wants to launch AI agents for companies, hinting at a significant change in how they compete in the market.

The Pipeline Metrics That Matter

Bottom Up by David Sacks • 281 implied HN points • 29 Oct 24
đź’Ľ Business Sales
  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.

Why we're doing live events

Top of the Lyne • 157 implied HN points • 18 Mar 23
đź’Ľ Business Sales
  1. Primary research is essential to upgrade from secondary research.
  2. Engaging with industry experts in live interviews enhances insights.
  3. Live events with audience participation can provide valuable information and interactions.

On The Second Half: How To Maximise The Rest of 2022

Day One • 399 implied HN points • 01 Jul 22
đź’Ľ Business Sales
  1. Success can be a stumbling block, don't let past achievements hinder future progress.
  2. Audit your environment and performance regularly to stay on track with your goals.
  3. Learning new skills is important, but focus on monetizing existing skills and mastering sales techniques.

Why some data companies struggle to sell to the financial markets

The Data Score • 138 implied HN points • 18 Apr 23
đź’Ľ Business Sales
  1. In the financial market, selling data can be difficult if data companies don't align their products with the specific needs and capabilities of asset managers
  2. Understanding different types of asset managers and their unique requirements is crucial for data companies to succeed in selling to the financial markets
  3. Data companies must consider financial market outcomes and work backward from there to create data solutions that meet the demands of their clients

Mixed News on iPhone 15 Models

CIRP - Apple Report • 78 implied HN points • 17 Jan 24
đź•ą Technology Sales
  1. First full quarter results for iPhone 15 models showed decent sales shares compared to iPhone 14 models in the previous quarter.
  2. iPhone 15 Pro Max was the leading model, accounting for 26% of all iPhone sales in the quarter.
  3. Base and Plus models of iPhone 15 had differences in sales performance compared to the Pro and Pro Max models.

A guide to gift subscriptions and special offers

Substack Blog • 219 implied HN points • 25 Nov 24
đź’Ľ Business Sales
  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.

How to Exhibit at a Trade Show

Startup Real Talk • 242 implied HN points • 23 Oct 24
đź’Ľ Business Sales
  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.