DISCOVERY
Why discovery breaks at Series A.
The motion that closed the first ten deals does not survive the eleventh hire. The discovery gap is a documentation problem masquerading as a hiring problem.
Writing
Occasional essays on methodology, discovery, and the unglamorous work of building sales teams that hold up under pressure.
DISCOVERY
The motion that closed the first ten deals does not survive the eleventh hire. The discovery gap is a documentation problem masquerading as a hiring problem.
METHODOLOGY
Late-stage objections are a diagnostic, not a skill gap. The deals dying at close died three meetings earlier in conversations nobody flagged.
HIRING
The first hire is the highest-stakes decision a venture-backed founder makes. The interview question most miss, and the three documents to write before any candidate walks in.
Notes from Nordmark
Short essays on methodology and what actually moves deals forward. Unsubscribe any time.