40+ years of selling technology and software, distilled into articles on technical sales, hiring, and go-to-market strategy — written by founder Albert Altino.
Every technical founder hits the same ceiling — the sales process that worked when you closed every deal yourself stops scaling the moment you can't be in every call. This brief breaks down the warning signs, and the first hire that gets you past it.
Why Building Custom GPTs May Be The Most Important Skill of the Next Decade
Why a smaller group learning to build customer GPTs is developing one of the most valuable business skills of the decade.
Why Technical Startups Fail at Enterprise Sales
Strong products and talented founders aren't enough. The real reason technical startups struggle to gain enterprise traction is rarely the technology itself.
Read HereThe Hidden Flaws of ATS - How standardized Hiring is Killing the Human Element
Applicant Tracking Systems promise efficiency and scale, but as they become the default gatekeepers of talent, they may be costing you your best hires.
Read HereThe Confidence Gap - Why Women Don't Apply Unless They Check All the Boxes
Women tend to apply only when they meet every listed qualification; men apply at 60%. Why this matters most in sales recruiting.
Work From Home vs Return to Office
The question companies face today is no longer about location - it's about alignment.
The Talent Tug of War
Attracting top-tier sales engineers and account executivces is only half the battle. The real challenge is keeping them.
Read HereCracking the C-Suite
Getting inf front of decison-makers isn't about charm alone. Here's how to earn that seat at the table - and what to do once you get it.
Read HereYour Next Great Hire
What standardized questions and metrics-only hiring leave out: the one thing you're actually trying to find out about - the person.
Read HerePay Transparency
Where your compensation practices fall on the spectrum from complete opacity to full transparency - and why it matter for hiring.
Read HereWhy Customers Buy From You
Is selling technology more of an art, or is it a science? A look at what actually drives the buying decision.
Read HereEvery article here comes out of decades actually building and leading technical sales organizations — not research reports or secondhand frameworks. If something here resonates, it's because we've lived it, and we can help you apply it directly to your team.
Most startup founders are experts in building products.
Few have built enterprise technical sales organizations.
We help founders avoid the hiring mistakes, sales process gaps, and organizational growing pains that slow down otherwise exceptional companies.
Early-stage startups face a difficult challenge: building a repeatable enterprise sales motion for a complex technical product.
Most founders have deep product expertise, but selling that technology to enterprise buyers requires a different skill set - one built through years of experience scaling technical sales organizations.
We bring decades of real-world technical sales leadership to your company. We'll help you avoid costly mistakes that kill startups and build the foundation required to scale revenue.
Powering technical startups in scaling enterprise revenue.
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