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<div style="display: none; max-height: 0px; overflow: hidden;">Win-loss analysis is high leverage but notoriously hard to do well. Buyers don't tell you the full truth and sellers have blind spots </div>
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<h1><strong> TLDR Founders <span id="date">2026-01-09</span></strong></h1>
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CRMs only work if you keep them updated. You don't have time for that. <a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Flightfield.app%2F%3Futm_source=newsletter%26utm_medium=paid%26utm_campaign=tldr%26utm_content=primary_1-9-2026/3/0100019ba2dec78c-a35310d9-0185-4e75-9f14-29aa92576861-000000/8Fh2TUJ_xQInorb34KaJrtzy1lAro-n3RAzO0xD5oEA=439" rel="noopener noreferrer nofollow" target="_blank"><span>Lightfield is an AI-native CRM</span></a> with a built-in call recorder that keeps every record up to date.
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<h1><strong>Headlines & Trends</strong></h1>
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<strong>What's Working Now in GTM AI: How Rally Reimagined Win Analysis with AI (5 minute read)</strong>
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Win-loss analysis is high leverage but notoriously hard to do well. Buyers don't tell you the full truth, sellers have blind spots, and scheduling interviews takes forever. AI can reconstruct win-loss insights from sales call recordings alone. Feed your Gong transcripts into a custom GPT, and it will surface patterns across dozens of deals faster than any manual process.
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<strong>What's working in SaaS pricing right now (15 minute read)</strong>
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Credit-based pricing exploded 126% in 2025 because it splits the difference between predictable licenses and pure usage. Customers can budget, while vendors protect margins on volatile AI costs. Meanwhile, per-seat pricing isn't dying like everyone predicted. It's evolving. OpenAI and Figma now tie seats to capability tiers and product access. Salesforce lets customers swap unused licenses for AI credits. Nobody knows what AI is actually worth yet, so the winners are offering multiple ways to pay.
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<div style="text-align: center;"><span style="font-size: 36px;">🧠</span></div>
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<h1><strong>Strategies & Tactics</strong></h1>
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fextremefoundership.substack.com%2Fp%2Fstop-hiring-for-expertise-how-to%3Futm_source=tldrfounders/1/0100019ba2dec78c-a35310d9-0185-4e75-9f14-29aa92576861-000000/TqCz28mlDN9OX8wE7PpQWlb9gFRYIfy00_vLF3Db7Zs=439">
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<strong>Stop Hiring for Expertise: How to Recruit A-Players (6 minute read)</strong>
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A polished resume from Google often can't ship anything at your startup. That's because you hired an expert, not a builder. The hiring framework that actually works: evaluate drive first, then potential, then expertise. Drive is the internal engine you can't coach or install. Potential is how fast someone climbs. Expertise only matters after the first two spike. To test for drive, don't even look at the résumé before the interview: ask what they've obsessed over, when the hardest they've ever worked was, and why. If someone has never been deeply consumed by anything, they won't suddenly become consumed by your company.
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<strong>Local ≠ small brand impact (8 minute read)</strong>
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Founders never ask how to build a local press strategy, and that's a mistake. If you're trying to reach small business owners, educators, or non-technical professionals, the Boston Globe might outperform TechCrunch. Local publications punch above their weight on Facebook, where community stories spread fast through geographic networks. The playbook is simple. Find customers in target cities, hear their stories, then pitch their story to local reporters. You get awareness, they get visibility. Local journalists don't need proof that your company matters to the world. They need proof it matters to their city.
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<h1><strong>Tools & Resources</strong></h1>
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<strong>ChartDB v2 (Tool)</strong>
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ChartDB is an open-source tool that generates editable ER diagrams from database schemas.
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<strong>Visla (Tool)</strong>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
Visla is an AI-powered platform for creating, editing, and sharing videos quickly at scale.
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<strong>Rube (Tool)</strong>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
Rube is a universal MCP that lets AI agents take actions across 600+ applications directly from chat.
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<div style="text-align: center;"><span style="font-size: 36px;">🎁</span></div></div>
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<div style="text-align: center;"><strong><h1>Miscellaneous</h1></strong></div>
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<strong>25 Things I Believe In to Build Great Products (11 minute read)</strong>
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Speed is the only moat, and focus is a superpower. Build fast feedback loops, and say no 10 times more than you say yes. The product is more important than the process, so build minimum viable plans, practice prototype-first development, obsess about the details, and simplify product reviews. Seek the truth and be willing to be wrong. Hire builders, not bureaucrats aiming to climb the career ladder.
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<strong>The Most Important Skill for the Next 10 Years (8 minute read)</strong>
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The skill that will remain relevant for decades is agency: the ability to act, iterate, and adapt without permission. High-agency individuals treat life as an experiment, use AI and tools as amplifiers rather than crutches, and build generalist capabilities to thrive across changing industries. Developing agency requires setting goals, experimenting, analyzing results, and creating your own processes, enabling long-term adaptability, skill acquisition, and control over your future.
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<h1><strong>Quick Links</strong></h1>
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<strong>Sometimes, you should talk to fewer customers (2 minute read)</strong>
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Corporate best practices exist to raise the floor, not the ceiling.
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Taking 8-10 calls a day feels productive until you realize you're optimizing for movement instead of direction.
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Don Norman's interaction design principles focus on making products intuitive and easy to use without manuals.
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Danny Rimer, a partner at Index Ventures, says he has no intention to retire, but the decision will be up to the partnership as a whole.
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