Lipstick on a Pig: How a $1M Rebranding Failed Wilbur’s Brand Identity
Michael SchiltzClaim Central bet nearly $1M that rebranding could cover cracks in their US expansion. They renamed themselves Wilbur, aiming for Wilbur Wright but evoking Charlotte’s Web instead. It became the perfect case of lipstick on a pig: flashy brand identity masking a confused business identity and a product…
Ignite Growth: Brand Identity as Your Hidden Multiplier
Michael SchiltzBrand identity isn’t a logo or color palette — it’s the system of visual, verbal, and strategic elements that define how your company is perceived in the market. For early-stage B2B companies, brand identity is not a “nice-to-have.” It’s the foundation that makes you memorable, trustworthy, and selectable…
Business Identity: The Foundation of Revenue Growth
Michael SchiltzBusiness identity is the internal clarity about purpose, problem solved, and customer understanding that forms the bedrock of revenue growth. Brand identity is how that clarity shows up externally in messaging, perception, and design. Aligning the two creates organizational cohesion, sharper positioning, and measurable GTM results. Table of…
Pipeline Coverage for Startups vs. Enterprise: Why 3x Is a Myth
Michael SchiltzPipeline coverage is one of the most critical sales metrics for forecasting revenue and protecting runway. While enterprises often rely on a simple 3x rule of thumb, startups need a far more precise approach to pipeline coverage to survive and scale. Table of Contents[Open][Close]TL;DRResults at a GlanceIntroWhat is…
The Out of Body Experience Every Founder Needs to Uncover Hidden Value
Michael SchiltzOne question can change your business trajectory: “Why do your customers buy from you?” Out of body experience (OOBE) turns assumptions into insights, hidden value into bigger deals, and overwhelm into excitement. Table of Contents[Open][Close]TL;DR:Results at a Glance:The Question She Never Saw ComingWhy Founders Miss Hidden ValueThe Out…
Before You Make Your First Sales Hire, Read This
Michael SchiltzTL;DRIntroductionWhy Do Most Founders Fail at Hiring Their First Sales Rep?What Happens When You Hire Without a System?What Happens When You Do It Right? (And Do It Fast.)Why Systems Matter More Than CharismaWhat "Good" Actually Looks Like (And Why It's Not Optional)What does healthy sales leadership look like…
The Founder Ego Trap: Why Your Sales Won’t Scale Until You Let Go
Michael SchiltzWhat is the “founder ego trap” in go-to-market?How do I know if I’ve fallen into the founder ego trap?Can you scale a business without removing the founder from sales?Why doesn’t just hiring more salespeople work to scale?What’s the cost of not fixing the founder ego trap?TL;DRIntro – The…
Tired of Carrying Every Deal? How to Escape Founder Burnout for Good
Michael SchiltzWhat causes founder burnout during early-stage growth?Why doesn’t hiring more salespeople solve founder burnout?How can I scale go-to-market without being in every deal?What is a GTM engine?What are signs I need to step back from sales as a founder?How can VCs help prevent founder burnout in their portfolio?TL;DRIntro:…
Founder Storytelling: Why Human Stories Outperform Feature Lists in B2B
Michael SchiltzIntroWhat Is Founder Storytelling in B2B?Why Feature Lists Don’t Convert (And Founder Storytelling Drives Pipeline Performance)What This Means for B2B Founders & InvestorsThe 2 Stories Every Founder Needs (And Every Investor Should Look For)1. The Founder Story — “Why We Exist”2. The Customer Story — “Why It Matters…
How to Run the Perfect Discovery Call: The 8-Step Blueprint Used by Elite B2B Sales Teams
Michael SchiltzTable of Contents[Open][Close]Why You Need a Blueprint (Not a Script)1. 🔥Start with WhySet the tone. Make it human. Earn trust without pitching.2. 🔍 Insight & HypothesisShare a sharp, ICP-focused insight—and let them either nod or correct it.3. 🚨 Expose the PainAsk the questions that get them talking—then stay…
7 Go-to-Market Myths that Hold Back SaaS Founders
Michael SchiltzWhy Do So Many SaaS Go-to-Market Strategies Fail?Do SaaS Products Need Sales?Myth #1: “If the Product Is Great, It Will Sell Itself”How Do You Generate Quality SaaS Leads?Myth #2: “Growth = More Leads”How Do You Define Your SaaS ICP?Myth #3: “Anyone Can Be Our Customer”When Should SaaS Founders…
How I Learned to Build Predictable Revenue Growth (the Hard Way)
Michael SchiltzWhy Isn’t My Revenue Growing, Even Though My Team Works Hard?What’s the Origin of My Predictable Revenue Growth System?What Was the Breakthrough That Changed Everything?How Did the Out of Body Experience Drive Real Results?How Can You Build Predictable Revenue Growth?Is This System Right for You? (A Warning and…