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  "sourcesContent": ["import{jsx as e,jsxs as t}from\"react/jsx-runtime\";import{Link as n}from\"framer\";import{motion as i}from\"framer-motion\";import*as a from\"react\";export const richText=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"Over the last 7 years, I have scaled \",/*#__PURE__*/e(n,{href:\"https://www.thetwentyminutevc.com/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"20VC\"})}),\" to 100M+ downloads, listeners in 117 countries and all of this with a spend of less than $1,000. Here are 10 of my biggest lessons:\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lesson 1: Persistence:\"}),\" This is a game of who can last the longest.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lesson 2: Platform Selection:\"}),\" Choose the platform that best aligns to your skills and passion, not the one that is \u201Chottest\u201D at the time.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lesson 3: Just Start:\"}),\" The biggest reason people fail is because they do not take the first step. The V1 will never be perfect but it will improve. Press publish.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lesson 4: Consistency:\"}),\" You have to create a habit within your audience. You have to let them know when they should expect your content. This will also creating a forcing function for you to stick to.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lesson 5: Be Targeted on your Content Topic:\"}),\" Do not be vague. You have to be very specific in the topic you choose. Start very niche. Find your 100 true fans. Expand from there.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lesson 6: Every Piece of Content is Born Multi-Channel:\"}),\" You do a talk. This is not a single talk. This can be turned into a podcast. Several \",/*#__PURE__*/e(n,{href:\"https://www.tiktok.com/@20vc_tok\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"TikToks\"})}),\". A medium piece. No content is in isolation.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lesson 7: The Right Ratio Between Creation and Distribution:\"}),\" Do not create content and then press publish and think the work ends there. You have to spend the same amount of time distributing the content as you do creating it.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lesson 8: Create Champions:\"}),\" In the early days it is all about finding your 100 true fans. DM people that follow you. Make them feel special. They will retain and tell their friends. Create champions.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lesson 9: Bring People Into the Creation Process:\"}),\" When people feel a part of the creation of content, they will share it actively. Make more people feel part of the creation process.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lesson 10: Each Channel is Different, Optimise for Them:\"}),\" Different channels require different content types, formats, audio, optimise on a per channel basis.\"]})]});export const richText1=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://twitter.com/weschan\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Wes Chan\"})}),\" is the Co-Founder and Managing Partner at \",/*#__PURE__*/e(n,{href:\"https://fpvventures.com/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"FPV Ventures\"})}),\", a $450M early-stage fund. launched earlier this year. Wes is an investor in five $10B+ \u201Cdecacorns,\u201D his most notable being Canva where he is a member of the board of directors and led the Series A and C rounds. Wes also wrote the first or very early check into Plaid, Flexport, Gusto, Lucid, and RobinHood. Before FPV Wes was a Managing Director at \",/*#__PURE__*/e(n,{href:\"https://www.thetwentyminutevc.com/aydin-senkut/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Felicis Ventures\"})}),\" and before Felicis Wes founded GV\u2019s seed investing program. If that was not enough, as an operator, Wes co-founded Google Analytics and Google Voice and holds 18 US patents for his work in creating Google AdWords.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"h2\",{children:\"In Today\u2019s Episode with Wes Chan\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"1.) From Founding Google Analytics to Venture:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How did Wes make his way from founding Google Voice and Google Analytics to starting GV\u2019s seed investing program?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What are 1-2 of the single biggest product takeaways from working closely with Larry and Sergey @ Google?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How did Wes make his way from Google to Felicis and scaling the firm with Aydin Senkut?\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"2.) Market vs Founder:\"}),\" Why Market Sizing is BS:\"]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why does Wes believe that the market always wins over the founder?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"That said, what does Wes mean when he says \u201Cthe best founders have 100 year plans?\u201D\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How does Wes question and analyse 100 year plans? What makes the best? What makes the worst?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why does Wes not do market sizing? Why does Wes not do outcome scenario planning?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What does Wes believe is the biggest fallacy of outcome scenario planning?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"3.) \",/*#__PURE__*/e(\"strong\",{children:\"The Venture Landscape:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Does Wes believe that now is really the best time to be investing?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why does Wes believe there are some treacherous deals being done now? What are the signs that these deals are challenging?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What advice does Wes give founders fundraising in these markets?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What does Wes believe are elements that traditional VCs decide to do, which prevents founders from choosing to work with them?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Does Wes believe VCs on board truly provide value? If so, which ones and why them?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"4.) \",/*#__PURE__*/e(\"strong\",{children:\"FPV: Firm Building and Portfolio Construction:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"With the new $450M fund, what is the portfolio construction that Wes chose?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why does Wes prefer to have more lines in the portfolio than a concentrated portfolio?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Does Wes believe you can increase your ownership in your best companies over time?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How does Wes think about capital concentration on a per company basis?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What have been Wes\u2019 biggest lessons from his biggest hits and misses?\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Items Mentioned in Todays Episode:\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Wes\u2019 Favourite Book:\"}),\" \",/*#__PURE__*/e(n,{href:\"https://www.amazon.co.uk/Liars-Poker-author-Short-Hodder/dp/0340839961\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Liar\u2019s Poker\"})})]})]});export const richText2=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/jordan-van-horn-77113020/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Jordan Van Horn\"})}),\" is a Revenue Leader @ \",/*#__PURE__*/e(n,{href:\"https://www.montecarlodata.com/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Monte Carlo\"})}),\", the world\u2019s first data observability company. Prior to this role, Jordan spent an incredible 4 years in sales at Segment including as VP of Sales leading a sales team of 50+ Account Executives and leading the first international expansion for the company into Dublin. Before Segment, Jordan was at Dropbox for 4 years leading enterprise sales for Dropbox Business in California.\"]}),/*#__PURE__*/e(\"h1\",{children:/*#__PURE__*/e(n,{href:\"https://traffic.libsyn.com/secure/thetwentyminutevc/769_20_Sales-_Jordan_Van_Horn_Revenue_Leader__Monte_Carlo.mp3\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"CLICK TO PLAY\"})})}),/*#__PURE__*/e(\"h3\",{children:\"In Today\u2019s Episode with Jordan Van Horn We Discuss:\"}),/*#__PURE__*/t(\"p\",{children:[\"1.) \",/*#__PURE__*/e(\"strong\",{children:\"Entry into the World of Sales:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How did Jordan make his way into the world of sales first with a vineyard?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What are 1-2 of the biggest takeaways for Jordan from seeing the scaling sales teams at both Segment and Dropbox? How did seeing that impact his mindset?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What does Jordan know now that he wishes he had known when he entered sales?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"2.) \",/*#__PURE__*/e(\"strong\",{children:\"The Sales Playbook:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How does Jordan define \u201Cthe sales playbook\u201D? What is it not?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What five core things should the sales playbook help you accomplish?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Should the founder be responsible for the sales playbook? Can it be created by a Head of Sales?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How does Jordan advise founders on three signals that now is the right time to bring in a sales hire?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How does Jordan advise founders on whether the first sales hire should be a rep or a leader?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"3.) \",/*#__PURE__*/e(\"strong\",{children:\"The Secrets to Pricing and Discounting:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why does Jordan not care what price customers pay in the early days? If it is not about ARR, what should teams be optimizing for?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"When does price discipline become important in a company journey? What are the dangers of not having price discipline?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What two tools do sales leaders have to use in order to create urgency in a deal closing process?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How should sales leaders think about building multiple champions within a potential customer? At what price point is it worth it?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"4.) \",/*#__PURE__*/e(\"strong\",{children:\"The Hiring Process:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How does Jordan structure the hiring process for all new sales hires?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What are the must-ask questions that Jordan asks all new candidates? What does he want to see in those answers?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Who else does he bring into the hiring process? At what stage do they get involved? What are they testing for?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Does Jordan use case studies with candidates? What makes the best? What makes the worst?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"5.) \",/*#__PURE__*/e(\"strong\",{children:\"The Onboarding:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What is the ideal onboarding process for new sales reps?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What should founders do and prep for when onboarding their first sales hires? What materials and recordings should they have ready?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What are some early signs that a new hire is not working out? How do we measure their impact?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"For enterprise sales, it takes a long time to close new deals, how can one determine effectiveness of new reps when the sales cycle is so long?\"})})]})]});export const richText3=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://twitter.com/pitdesi\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Sheel Mohnot\"})}),\" is a Co-Founder and General Partner @ Better Tomorrow Ventures, a $225M\\xa0fund that leads rounds in\\xa0pre-seed\\xa0and\\xa0seed-stage\\xa0fintech\\xa0companies\\xa0globally. Sheel and Jake (his co-founder) invested for many years together before founding BTV and wrote checks into Mercury, Flexport, \",/*#__PURE__*/e(n,{href:\"https://www.thetwentyminutevc.com/eric-glyman-ramp/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Ramp\"})}),\", and Hippo Insurance to name a few. As for Sheel, before BTV he ran 500 Fintech for close to 7 years, and before that was a founder, founding two companies, both of which were acquired. If that was not enough, Sheel is also a master at measuring the width of swimming pools and making cameo appearances in music videos with Justin Bieber.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"h3\",{children:\"In Todays Episode with Sheel Mohnot We Discuss:\"}),/*#__PURE__*/t(\"p\",{children:[\"1.) \",/*#__PURE__*/e(\"strong\",{children:\"Entry into Venture:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How Sheel made his way into the world of venture having founded 2 fintech companies?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why did no LPs give Sheel money in the early 500 Fintech days? What were some of his biggest lessons from investing in 100s of companies with 500 Fintech?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How did BTV with Jake come together most recently? What are the biggest differences to Sheel of being a fund manager vs being an investor?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"2.) \",/*#__PURE__*/e(\"strong\",{children:\"The Power Law:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How does Sheel define \u201Cthe power law\u201D in venture capital? What multiple of return would be power law status?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Given the size of outcome available with these power law returns, how does Sheel approach portfolio construction? Would it not be best to invest in 100s of companies?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Who does Sheel believe has done the indexing approach best? Why?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"3.) \",/*#__PURE__*/e(\"strong\",{children:\"Venture Capital has Never Been Less Collaborative:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why does Sheel disagree with Harry that venture capital has never been less collaborative?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why now, for the first time, are large multi-stage funds taking single-digit ownership?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Does Sheel agree with Harry it is moronic to have \u201Cguaranteed pro-rata\u201D? How does Sheel approach re-investment decision-making? When does he pay up vs not?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"4.) \",/*#__PURE__*/e(\"strong\",{children:\"The Biggest Wins and Misses:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What have been Sheel\u2019s biggest wins from a cashback and a multiple perspective?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How did Sheel miss the chance to invest in both Robinhood and Chime early on? What did he not see? How would he have thought differently with the benefit of hindsight?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How have Sheel\u2019s biggest hits and misses impacted how he invests today?\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"5.) Emerging and Frontier Markets:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Does Sheel share Harry\u2019s concern for the removal of capital from emerging markets?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why does Sheel believe that India, South East Asia and LATAM will be fine?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why does Sheel believe Pakistan and Africa are most in trouble?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What advice does Sheel give to his emerging markets founders today?\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Items Mentioned in Today\u2019s Episode:\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Sheel\u2019s Favourite Book:\"}),\" \",/*#__PURE__*/e(n,{href:\"https://www.amazon.co.uk/Enders-Game-Ender-Wiggin-Saga/dp/0812550706\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Enders Game\"})})]})]});export const richText4=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://www.thetwentyminutevc.com/marcelo-claure/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Marcelo Claure\"})}),\" is an entrepreneur and investor who has founded and led some of the world\u2019s most iconic businesses. 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Before Salesforce and Quip, Sam spent over 3 years at Dropbox as a mid-market sales leader.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://twitter.com/jdewitt29\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Jeanne DeWitt Grosser\"})}),\"\\xa0is Head of Americas Revenue & Growth @ Stripe. Pre-Stripe, Jeanne was CRO @ Dialpad and also spent many years at Google in numerous different roles including most recently as Director of GSuite SMB & Mid-Market Sales, North America and LATAM.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/mitchtarica/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Mitch Tarica\"})}),\"\\xa0is Head of North America Sales at Zoom Video Communications. Before Zoom, Mitch spent over 5 years at RingCentral and before RingCentral, Mitch was at Oracle for over 7 years in numerous different sales roles.\"]}),/*#__PURE__*/e(\"h3\",{children:\"In Today\u2019s Discussion on Sales Playbooks We Learn:\"}),/*#__PURE__*/e(\"p\",{children:\"1.) What is the right definition for a \u201Csales playbook\u201D?\"}),/*#__PURE__*/e(\"p\",{children:\"2.) When is the right time to change your \u201Csales playbook\u201D?\"}),/*#__PURE__*/e(\"p\",{children:\"3.) What are the biggest mistakes or misnomers made around the \u201Csales playbook\u201D?\"}),/*#__PURE__*/e(\"p\",{children:\"4.) Should the founder be the one to create the first sales playbook or can it be a sales leader?\"}),/*#__PURE__*/e(\"p\",{children:\"5.) When is the right time for founders to hire their first sales leaders?\"}),/*#__PURE__*/e(\"p\",{children:\"6.) For the first sales hire, should founders hire sales reps or a sales leader?\"}),/*#__PURE__*/e(\"p\",{children:\"7.) 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If this was not enough, Gary serves on the board of GymShark,\\xa0\",/*#__PURE__*/e(n,{href:\"http://mikmak.com/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"MikMak\"})}),\", Bojangles Restaurants, and Pencils of Promise.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"h3\",{children:\"In Today\u2019s Episode with Gary Vaynerchuk We Discuss:\"}),/*#__PURE__*/t(\"p\",{children:[\"1.)\\xa0\",/*#__PURE__*/e(\"strong\",{children:\"From Wine Library to One of The Great Angels in Tech:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How did Gary make the transition from scaling the wine library to $60M in revenue to angel investing in Twitter, Facebook and Tumblr?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"To what extent does Gary think luck plays a role in one\u2019s success today?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What are Gary\u2019s biggest lessons from having FB, Twitter and Tumblr as his first investments? 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What works?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"3.)\\xa0\",/*#__PURE__*/e(\"strong\",{children:\"Money and Success:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How does Gary evaluate his relationship with money today? How has it changed over time?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why does Gary believe that most people think too short-term? What can one do to inspire a more long-term mindset to building?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Does Gary believe that everything has a price? What is the one thing for Gary that does not have a price?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"4.)\\xa0\",/*#__PURE__*/e(\"strong\",{children:\"Resource and Time Allocation:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How does Gary determine the projects to do vs not to do?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How does Gary know when to quit a new project? How does Gary advise founders on when something is not working and knowing when to quit?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What are some of the biggest mistakes Gary sees founders make when it comes to resource allocation in the early days?\"})})]})]});export const richText27=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"Nick Jones is the Founder & CEO @ \",/*#__PURE__*/e(n,{href:\"https://www.sohohouse.com/about\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Soho House\"})}),\", it all started in 1995 when Nick opened the first location above his restaurant, Cafe Boheme, a members\u2019 club for the local artists and actors of London. Today, Soho House is a global brand, a private members club that includes 33 Houses in 14 countries, with more openings in Europe, Asia, and North America on the horizon. In 2021, Nick took Soho House public on the NASDAQ, 25 years since opening the first location. If that was not enough, Nick is also the owner of Babbington House and Cecconi\u2019s, one of my favorite restaurants in London.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"h3\",{children:\"In Today\u2019s Episode with Nick Jones You Will Learn:\"}),/*#__PURE__*/t(\"p\",{children:[\"1.) \",/*#__PURE__*/e(\"strong\",{children:\"The Start of Soho House:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What was the founding moment for Nick with Soho House?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What were his biggest lessons from his 3 prior restaurants not working? How did that experience change his approach with Soho House?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why does Nick believe resilience is the most important skill of any entrepreneur? When something is not working? What does Nick tell himself?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"With the rise of Instagram, how have the demands of the consumer changed over time in terms of what they expect from hospitality?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"2.) \",/*#__PURE__*/e(\"strong\",{children:\"The Art of Storytelling:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What does Nick believe is the essence of truly great storytelling?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What do all great stories contain? 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What are the bad?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What does Nick know now that he wishes he had known in the beginning?\"})})]})]});export const richText28=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://twitter.com/fishmanaf\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Adam Fishman\"})}),\" is one of the leading growth practitioners of the last decade. Most recently, Adam was the Chief Product and Growth Offer @ Imperfect Foods, where Adam built a 40-person product and growth organization, responsible for 70% of overall company metrics and growing revenue by 400% in one year to $600M annually. Before Imperfect, Adam spent 4 years as VP of Product and Growth @ Patreon, driving the company pivot and rebrand and helping the company scale to $1BN GMV and $100M in revenue. 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What are some of the most common pitfalls to avoid?\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Items Mentioned in Today\u2019s Episode with Adam Fishman\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Adam\u2019s Favourite Book:\"}),\" \",/*#__PURE__*/e(n,{href:\"https://www.amazon.co.uk/First-Days-Updated-Expanded-Strategies/dp/1422188612\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"First 90 Days, Critical Success Strategies for New Leaders at All Levels\"})})]})]});export const richText29=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://twitter.com/dharmesh\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Dharmesh Shah\"})}),\" is the Founder and CTO @ \",/*#__PURE__*/e(n,{href:\"https://www.hubspot.com/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Hubspot\"})}),\", a full CRM platform with marketing, sales, service, and CMS software. Dharmesh started Hubspot in 2006 and today it is a publicly-traded company (NYSE: HUBS) with over 3,500+ people and a market capitalization of $16.9 billion. Prior to founding HubSpot, Dharmesh founded\\xa0\",/*#__PURE__*/e(n,{href:\"http://www.pyramidonline.com/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Pyramid Digital Solutions\"})}),\", which he bootstrapped with less than $10,000 and after 11 years of CEOship, Dharmesh helped the company get acquired in 2005 by\\xa0\",/*#__PURE__*/e(n,{href:\"http://www.sungard.com/\",motionChild:!0,nodeId:\"r2WqW_05Z\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"SunGard Business Systems\"})}),\". In addition to co-authoring \u201CInbound Marketing\u201D Dharmesh founded and writes for OnStartups.com \u2014 a top-ranking startup blog and community with more than 1,000,000 members. Finally, if all of this was not enough, he is an angel investor in over 90 startups, including Coinbase, AngelList, Gusto, Okta and many more. and a frequent speaker on startups, growth, and the business of technology.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"h3\",{children:\"In Today\u2019s Episode with Dharmesh Shah We Discuss:\"}),/*#__PURE__*/t(\"p\",{children:[\"1.) \",/*#__PURE__*/e(\"strong\",{children:\"The Founding of Hubspot:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How did Dharmesh\u2019s wife help Dharmesh find his co-founder in Brian?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What about SMB did both Dharmesh and Brian find a shared passion for?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What is the single biggest mistake Dharmesh made in the early days of Hubspot?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"2.) \",/*#__PURE__*/e(\"strong\",{children:\"The Culture Code:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What is Dharmesh\u2019s single biggest advice to founders when it comes to culture?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What does Dharmesh mean when he says \u201Cyou have to treat culture like a product\u201D?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What does Dharmesh mean when he says he looks for a \u201Clow ego to accomplishment ratio\u201D? 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How do the long sales cycles and contracts in enterprise hide both customer satisfaction and prevent product development?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What are some of Dharmesh\u2019s biggest lessons on pricing? 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