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The First Sales Hire Is Not a Search. It’s a Sale.
Most founders treat the first sales hire as a search problem.
Aug 15
•
Dave Rubinstein
1
Discovery Isn’t Dead. But the Version You Learned Is.
Questions used to be the the norm from 3 vendors but now buyers have many more choices.
Aug 8
•
Dave Rubinstein
Outsourcing the One Decision You Can't
The right hire already showed up. Your sales leader passed on them. The right hire already showed up. Your sales leader passed on them.
Aug 1
•
Dave Rubinstein
July 2026
Why AI Made Your Buyers Harder to Sell
300+ founder conversations, distilled into a new founder playbook: SPRINT.
Jul 28
•
Dave Rubinstein
People Don't Spend Money to Get Better. They Spend Money to Stop Getting Worse.
Your pitch is a vitamin. The painkiller is underneath it.
Jul 25
•
Dave Rubinstein
4
1
Why Do My Demos Go So Well And Then Nothing Happens?
Interest is not urgency. Here’s how to tell the difference before you burn another quarter.
Jul 18
•
Dave Rubinstein
2
1
How Can I Tell If a Deal Is Real?
Curiosity fills your pipeline. Intent moves budget. Three ways to tell which one you’re in.
Jul 11
•
Dave Rubinstein
Attention is easy. That's the problem.
There's attention. And there's a tension. Founders keep confusing the two.
Jul 4
•
Dave Rubinstein
1
June 2026
Attention Isn't Traction
Why a full pipeline is the easiest thing in sales to fake — and the hardest to read honestly.
Jun 27
•
Dave Rubinstein
A Full Room Is Not a Hot Deal
The discipline to break it apart is what makes it real
Jun 20
•
Dave Rubinstein
You Don’t Need a Pitch.
You Need a Recognition Statement.
Jun 13
•
Dave Rubinstein
1
Why Does Everyone Say My Product is “Interesting?” Then Nobody Buys.
When a founder tells me the calls are going well because everyone says it’s interesting, I assume they have a sales problem.
Jun 6
•
Dave Rubinstein
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