Archive - 100 Founders

You Don’t Need More Pipeline. You Need Something to Sell.

The difference between “willing to sell” and “ready to sell” is the difference between activity and revenue.

Sep 5 • Dave Rubinstein

August 2026

Hope Is Not a Pipeline Stage

Every founder has a list of deals that aren’t dead.

Aug 29 • Dave Rubinstein

The Demo Is Where You Go When Discovery Didn’t Work

You got through all your material. That’s the problem.

Aug 22 • Dave Rubinstein

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

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

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

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

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

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