All memos tagged #sales

The CTA That Kills Replies was a newsletter by Alexander Shartsis, published in the Skyp newsletter. The article argues that most outbound email fails not on the offer but on the Call-to-Action...

Why Your Case Study Doesn’t Convert is a newsletter article by Alexander Shartsis, published in the Skyp newsletter on February 6, 2026. The article argues that most case studies fail to convert...

Sales Mode vs Learning Mode is a framework for distinguishing between optimization-phase and discovery-phase Go-To-Market (GTM) strategy in early-stage companies. Sales mode asks "how do we get more...

With some simple pipleline math, provided by Alexander Shartsis, founders who hate sales can have a quantitative framework designed to replace subjective intuition in outbound sales with a predictive...

Prospects rarely interpret your message through a logical evaluation of return on investment. More often they interpret through a rapid series of subconscious mental heuristics used to filter noise....

Pipeline management is a sales methodology that emphasizes the integration of three core elements— Customer Verifiable Outcomes (CVOs), Next Actions with dates, and MEDDPICC qualification scoring—to...

Customer Verifiable Outcomes (CVOs) redefine pipeline stages by grounding them in observable customer actions rather than seller assumptions. Traditional sales pipelines often rely on internal...

MEDDPICC Qualification Scoring is a structured framework designed to evaluate sales opportunities based on the depth of information gathered, rather than subjective confidence in a deal’s success. It...