Mo’ Prospects, Mo’ Problems
Qualification is paramount in sales. Let's break down how bad qualification can lead to so many problems in sales and beyond, and how you and your team can implement the best process to make sure you are getting the best customers. Why you need to cross half your prospects off your list.

Weekly Digest: Top 10 Featured Posts
Patrick Riley of GAN looks at the numbers for startups who “graduated from” accelerators over the past five years to to understand if the accelerator model really helps startups in “What the Startup Numbers Say about the Impact of Accelerators”
Deepak Ravichandran, Jeff Lu, and Roger Lee of Battery Ventures crunched data on public consumer companies to create an index to track “network-effects” companies like Snap, Inc., in “Network Effects – The Keys to Ascending the Consumer-Internet Throne”
Drew Beechler of High Alpha dives into the Snap Inc. S-1 to take a look at the Snapchat numbers from a VC firm's perspective in “The 12 Most Important Numbers in the Snapchat S-1 IPO Filing”
Sarah Tavel of Greylock Partners thinks of user engagement as the fuel powering products. The best products take that fuel and propel the product (and with it, the company) forward. In this post, Sarah shares an updated deck that synthesizes her thinking on how to build a product that endures.
Mark Suster of Upfront Ventures releases a sixty-four slide deck "State of the VC Industry" along with predictions on what to expect in 2017 funding in “Why Was Winter in Venture Capital Funding So Short?”
Jessica Chen of TransferWise shares growth-driven company challenges that arise and the importance of taking the time to be deliberate about culture in “Scaling Startup Culture”
Josh Pigford of Baremetrics brings some realness to our collective bubble and encourages startup people to stop surrounding themselves with people and things that are just like them in “The Startup Echo Chamber is Making You Deaf”
Laura Roeder of MeetEdgar shares some of their internal documentation on company culture, an employee’s first day, and their perks and benefits, for other companies to model and learn from in “Opening Up Our Internal Handbook”
Nick deWilde of Tradecraft compiles a list of helpful resources for early-stage startup hires looking to find traction in "Required Reading for Early Business Hires."
James Altucher, a serial entrepreneur, offers his thoughts on why an ‘entrepreneurial mindset’ is really brutal and is really a 'raging fire that often scorches the Earth until there are no survivors' in “How To Develop An Entrepreneur Mindset”
Business Ops is the New Sales/ Marketing Ops.
“What were our sales last month?” Simple question, right? But do usually get a simple answer? Not likely. Liz Cain of OpenView Venture Partners calls out the current lack of alignment with various internal Ops teams, and details why consolidation of sales and marketing ops is crucial to your bottom line.

The 2017 State of Global Tech Salaries
For the second year in a row, Hired has tapped into its data to reveal insights into technology workers’ salaries and the hiring market more generally. This report also surfaces how age, race, and location impact salaries.
Here is Hired's Second edition of the Global State of Tech Salaries report.

Startup DB: Search Over 4,000 Posts Featured in Mattermark Daily by Keyword, Phrase, etc.
Our friend, Isaac Madan of Venrock, deep-indexed every article featured in the Mattermark Daily over the past few years, and built Startup DB: a simple search interface so you can find the best, most relevant startup content written by investors, founders, designers, developers, operators, and more. (FREE)
