Episode #208: Lindsay Crittendon — Build a repeatable revenue system without spam
Outbound email is an impression now—not a response channel.
For seed to Series C revenue leaders building a real funnel and motion.
Lindsay Crittendon (CRO, Taylor Bird) breaks down how to build revenue strategy that persists—grounded in how customers actually use your product, not heroics. She explains why the first diagnostic is retention and product usage, why most “can’t close” problems are positioning problems, and how to define a real ICP that’s clear enough to make your CEO uncomfortable. You’ll also hear her decision rule for go-to-market motion (match price and buyer behavior), why founders own sales until $1–$2M in revenue, and how to design simple comp plans that don’t bankrupt you—starting with budgeting 20% for commissions.
WHAT YOU’LL HEAR
– How to diagnose revenue: product usage/retention first, then positioning, then conversation quality
– How to define a real ICP (including a focused 500–600 company target list) and why focus beats “TAM”
– Why cold outbound email is mostly broken—and how to treat it as impressions instead of expecting replies
– How to pick PLG vs sales-led vs hybrid based on willingness to pay, and when to hire your first AE
