David Cady

@KyleAsay_ If the robots don’t hit target, do they get fired too?

I’ve been evaluating a lot of AI tooling - many companies that claim to be able to replace sellers. It’s been fun meeting a lot of people along the way (AEs, Sales Leaders, CEOs). Always exciting to see what’s next in GTM by talking to humans about how you don’t need humans to sell anymore while those humans sell you their technology to replace humans.

@HackItMax @gtmfund @GTMnow_ Legend

Episode 5 of the @GTMnow_ VC Series is live! I sat down with the legend, Bill Binch (Operating Partner at Battery Ventures), to talk about what 116 quarters on quota teaches you about running a sales org, the “mojo” metric, how to transition from operator to operating partner, and much more. Before the conversation with Bill, @PaulGTM and I also talk through what we're seeing across founders, funds, and go-to-market teams, right now. A few takeaways from the conversation that are particularly valuable for founders and sales leaders to note: 1. Every forecast conversation should anchor to quota, not forecast. Bill requires reps to start with three numbers in order: my quota is, my forecast is, my closed won is. Most reps default to leading with forecast, which lets the conversation drift from the actual target. When you anchor to quota first, the gaps become immediately visible, and you know exactly how much urgency is required. Sales leaders get paid on quota, not forecast. Language used should reflect that. 2. Most companies don't track whether they've actually deployed enough quota to hit plan (and that’s a massive mistake). Three metrics, tracked monthly: company plan, planned quota deployed, and actual quota deployed. Bill gets called all the time by leaders in Battery’s portfolio saying "we don't have enough pipeline." The first place he looks? Quota deployment, because more often than not the real problem is they're running at 70% of planned capacity but expecting 100% of plan. That math is never going to work, and reveals that hiring is your problem, not quota. 3. Pipeline health is a daily exercise. The "mojo metric" tracks six daily inputs: three that add to pipeline (new deals, expansions, pull forwards) and three that subtract (killed, shrunk, pushed). Net them out every night. Three straight days of net negative and you're sounding the alarms. Foolproof way to catch slow leaks overnight instead of once the quarter is already gone. 4. The transition from CRO to operating partner is more of an identity shift than people expect. After 29 years with a clear scorecard, Bill moved into a role where outcomes might be 5-10 years out. Measuring impact is entirely different in venture. Be prepared to solve a completely different set of problems requiring a lot more context switching than when success metrics were pre-defined. 5. The path from operator to operating partner starts years before you're ready. If you're working for a venture or PE-backed company, build relationships with those teams now. Show up at industry events, chat with the team. It's a sales pipeline nurture, just for your career. Big thank you to our series partner, @AngelList, who have been instrumental in helping GTMfund scale since the early days.

@JJEnglert GTM GUIDE

I built the ultimate GTM Engineer AI Toolkit that handles prospect research, outreach writing, meeting prep, and more in minutes. This is a beginner-friendly walkthrough that shows you exactly how to set it up, use it at work, and personalize it to your business. It can: - Research real prospects and companies - Score accounts against your ICP - Write personalized cold outreach sequences - Generate meeting prep briefs before calls - Help you build a repeatable prospecting pipeline - All using a free toolkit + Claude Code / Codex. This is for SDRs, founders, marketers, and GTM operators who want to use AI to do more at work without buying another expensive tool. I break down the full workflow step by step in the video. 👇 Comment "GTM GUIDE" and I’ll send you the full toolkit. (make sure you're following me so I can DM you)

@adviser_jeremy @BenSasse His interview with @HooverInst was amazing

Well done @BenSasse 😭- a life continuing to be lived fully till the finish.

@DeanTTraining No I was referring to the lat pulldown machine. I have a Tonal at home with an adjustable bench (so similar to cable machine). Was hoping I could recreate the lat pullover machine but seated. Currently I do it standing up like a lat prayer.

@david_cady As in a chest press?

The Nautilus Pullover This is the machine Dorian Yates made famous If you’re going to use a Pullover variation to train your Lats…MAKE IT THIS ONE You can do an OK job of replicating it with a bench and cable but it’s not amazing As for Standing Lat Prayer vs. these… L O L

@girdley Time to get the kids (and mom and dad) a Greenlight account. This does it all for you. Parent paid interest, plus high yield savings accounts and investing

Our approach to teaching our kids about passive income was to create the "Bank of Dad." I pay 3% interest per month. They are welcome to compound, too. 10 years later, both boys are cheap as hell and make deposits almost every month. When they're 18, we stop the interest. We do it all on a google sheet.

@CoachDanGo Is the air purifier worth it? I love all the rest but sometimes it feels like air purifiers are just a gimmick. Or far too small to actually make any noticeable difference

The 12 best health purchases I made in 2025: 1. Reverse Osmosis Water Filter (with re-mineralizer) RO removes microplastics, heavy metals, PFAS, chlorine, fluoride, and hundreds of contaminants. Use it with a remineralizer and it makes the water elite.

@SahilBloom I don’t think I’ve seen more Twitter royalty reply to a post before! Definitely a good signal. Gonna try some!

I got sick of putting things on my skin that I’d never put in my body. So I spent 18 months creating the perfect solution. Wild Roman: 100% natural skincare for men. Made with: - Grass fed tallow - Cold pressed oils - Wild botanicals Order today: WildRoman.com

@jliemandt Need grades 9-12 now!

Gifted kids deserve to be surrounded by other gifted kids. We’re building the largest community of gifted students in the world. Come join us.

@HarryStebbings I’ve always framed that question as “do you love to win? Or do you hate to lose?” It’s very telling when hiring sales reps. Slightly different positioning than your question. IMO there is only one correct answer for reps who ultimately have the most longevity in sales.

The best question to ask: What drives you more, the thrill of winning or the fear of losing? I have asked 100 of the best founders in the world this. 82 said the same thing.

@SahilBloom Anytime I’m having a bad day I always do Bulgarian split squats. It’s the best perspective giver. It always reminds me that no matter how bad your day gets…it could always get worse.

What’s the most hated exercise everyone should be doing? I’ll start: Bulgarian Split Squats.

@anymanfitness I agree with what you’re saying about calories in - but starting sugar intake at 75 g instead of 0 g/day exaggerates the relative drop visually. If the y-axis started at 0, the decline would look less dramatic. People still love sugar today too

I think about this a lot

From one tech dad to another @sama - it's time for ChatGPT family pricing plans.

@Mat_Sherman @mercury @tryramp @brexHQ @goodwinlaw @wilsonsonsini @pulley @cartainc @AngelListStack @Superhuman @NotionHQ @loom Wear Patagonia vest?

How to blend in as an insider: 1. Bank with @Mercury 2. Have a @tryramp or @brexHQ CC 3. Work with top SF law firm like @goodwinlaw or @wilsonsonsini 4. Cap table on @pulley, @cartainc, or @AngelListStack 5. Use @Superhuman 6. Use @NotionHQ 7. Use @loom What else?

@adviser_jeremy So back to 2023 rates then?

🔥

@patrickc Have to imagine that @bryan_johnson is tracking this

Does anyone have access to a dataset that would enable one to answer the question: "which places, when visited, are associated with the largest average improvements in basic biometrics (e.g. RHR)?". (And follow-up: what do the top places have in common?) Seems it'd be quite interesting.

@Austen Check out @SyntheticFi_SF

OK sanity check me here because I’m sure the devil is in the details, but if you’re investing in the stock market over the long, long haul, wouldn’t it statistically makes sense to invest on margin? The cost of borrowing is so much lower than expected market return.

@loganbartlett 😂

Today is the Not Like Us drop for people who know what T2D3 is.