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Go-to-Market Articles for B2B Startup Founders

Articles on founder-led sales, ICP validation, B2B messaging, pricing, and go-to-market execution. Every piece comes from real advisory work with B2B startups. No theory, no recycled frameworks.

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Showing 10 of 14 articles

Step-by-step process for pulling B2B messaging from sales call recordings, by Shamal Badhe
Strategy
May 2026 8 min read

How to Pull Messaging From Sales Calls, Step by Step

A founder I worked with had a landing page that read “Streamline your customer onboarding.”…

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Behavioral ICP signals scoring framework for B2B SaaS founders, by Shamal Badhe
ICP & Targeting
May 2026 9 min read

Why Behavioral ICP Signals Now Beat Firmographic Targeting in B2B

A founder I worked with had a clean firmographic ICP. SaaS companies, 50 to 200…

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Lost deal post-mortem 4-step framework template for B2B founders, by Shamal Badhe
Founder-Led Sales
Apr 2026 7 min read

Lost Deal Analysis. The 30-Minute Practice That Sharpens Your B2B Sales Process.

A founder I worked with lost 11 deals in 90 days. He kept telling me…

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ICP refinement framework using churn data
ICP & Targeting
Apr 2026 6 min read

How to Refine Your ICP From Churn Data. The 5 Steps Most Founders Skip

A founder I worked with had 28% annual churn. He blamed the product. He had…

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B2B startup founder comparing website messaging with customer feedback on a laptop
Messaging & Positioning
Apr 2026 9 min read

How to Find Out If Your B2B Startup Messaging Is Actually Landing

Your messaging sounds clear to you. That doesn’t mean your buyer agrees. Most B2B startup…

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Founder having a customer discovery conversation to define their first buyer profile
ICP & Targeting
Apr 2026 6 min read

How to Define Your ICP When You Have Zero Customers

You can’t wait for customers to tell you who your buyer is. You have to…

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Founder mapping out their ideal buyer profile for a B2B product
ICP & Targeting
Apr 2026 10 min read

The Founder’s Guide to Finding the Right Buyers for Your B2B Product

Most B2B founders spend months selling to the wrong people. Not because their product is…

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founder on a B2B sales call taking notes on prospect problems
Founder-Led Sales
Apr 2026 8 min read

The Founder’s Guide to Running a Sales Call That Actually Converts

The call is not about your product. It’s about their problem. Get that right and…

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founder diagnosing why sales hire is not closing deals
Founder-Led Sales
Apr 2026 7 min read

What to Do When Your Sales Hire Isn’t Closing Deals

Before you blame the hire, look at what you handed them on day one. A…

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startup founder building a sales process on a spreadsheet
Founder-Led Sales
Apr 2026 7 min read

How to Build a Sales Process When You’ve Never Sold Before

You don’t need sales experience. You need a system that turns conversations into customers. A…

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