Hello HN! I’m Ross, and alongside my brother / co-founder Ryan, we’re building Accord ( https://inaccord.com ) with the goal of making B2B sales suck less for buyers and sellers. Yep, sales... sometimes a dirty word in the startup community, but read on—it’s not what you think! I helped Stripe’s sales org go from a couple of us trying to find potential users, to scaling a 450-person global revenue machine. That rollercoaster of a learning curve turned all my ideas about sales on their head. At first I assumed that success in sales was based on someone’s ability to be a smooth talker, applying ad-hoc tricks, improvising each deal. Thousands of conversations and hundreds of deals at Stripe taught me the opposite: the key to personal success in winning deals, as well as the success of the entire sales org, is in building repeatable processes and iterating on them each day. What works best is not a cowboy operation with people winging it—it’s orderly, iterative, and actually more reminisc