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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
May 2026
How Do I Create Urgency in My Sales Calls?
Most founders think urgency is about timing. It isn’t. It’s about tension, and tension is yours to create.
May 30
•
Dave Rubinstein
2
Why Do I Keep Getting Ghosted?
Most founders I meet think they had a great first call.
May 23
•
Dave Rubinstein
1
The Founding AE Role Just Changed.
Most Founders Are Still Hiring for the Old One.
May 16
•
Dave Rubinstein
2
Why Most First VP Sales Hires Fail in Early-Stage Startups
The problem usually isn’t the VP Sales hire. It’s trying to scale a sales motion that still depends on the founder to create trust, urgency, and…
May 9
•
Dave Rubinstein
8
Start Here: A Guide to 100 Founders
If you just subscribed—welcome. If you’ve been here a while and the email-by-email cadence has buried what you’re actually looking for, this page is for…
May 3
•
Dave Rubinstein
1
Big TAM Is Not Ambition. It’s Avoidance
When you say “everyone,” what you really mean is you haven’t decided who you actually win with.
May 2
•
Dave Rubinstein
1
April 2026
ICP Clarity Is the Actual Growth Lever
“SMB and Enterprise” is not an ICP.
Apr 25
•
Dave Rubinstein
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