You don't need more leads

Good morning. Most founders think sales slumps happen because they need more leads. But what if the real problem is chasing the wrong ones altogether? This week, discover how one startup rebuilt sales momentum by doing the exact opposite of what most teams try and why this shift could change your entire business.

Was this email forwarded to you? Subscribe here.

A WORD FROM RIVET MEDIA

Rivet Media has acquired one of the most trusted and fastest-growing AI newsletters in the world.

More than 13,000 marketers, product builders, and entrepreneurs already rely on this newsletter to unlock the latest AI prompts, strategies, and tools before anyone else.

If you want to turn AI into your unfair advantage, join the waitlist now. This newsletter will launch on July 16.

BUSINESS PULSE

Economy: The S&P 500 closed the first half of 2025 at an all-time high, driven by strong corporate earnings, resilient employment, and steady inflation near 2.3 percent. AI investment—especially in chipmakers like Nvidia and Intel—played a major role, while consumer spending softened and global tariffs still weigh on manufacturing-linked sectors.
What it means for you: Market optimism provides a boost for fundraising and valuation, especially in tech and AI-enabled businesses. However, weak consumer spending and tariff uncertainty suggest founders should prepare contingency plans and prioritize efficient cash use.
Source: The Washington Post

AI: By a 99–1 vote, the Senate eliminated a proposed 10‑year federal delay on state-level AI laws, which will allow each state to set its own rules on AI deployment.
What it means for you: The AI regulatory landscape will remain fragmented. Build your AI tools with flexibility for privacy, bias, and transparency standards in multiple jurisdictions. Staying ahead on compliance could become a competitive advantage.
Source: Reuters

Startups: At least 24 U.S.-based AI startups have secured funding rounds of $100 million or more in 2025 so far. Notable deals include Glean’s $150M Series F and Anysphere’s massive $900M round, fueling valuations near $10 billion.
What it means for you: Investors are still pouring big capital into AI. That’s great news if you're an AI founder, but also a signal to stand out. Conviction-led startups with domain expertise and defensible tech are getting the most attention.
Source: Tech Crunch

Unlock the Power of AI With the Complete Marketing Automation Playbook

Discover how to scale smarter with AI-driven workflows that actually work. This playbook delivers:

• A detailed audit framework for your current marketing workflows

• Step-by-step guidance for choosing the right AI-powered automations

• Pro tips for improving personalization without losing the human touch

Built to help you automate the busy work and focus on work that actually makes an impact.

Steal the Playbook

SALES

How Denim Rebuilt Sales Momentum by Getting Ruthlessly Focused

At one point in Denim’s growth journey, the sales pipeline looked strong on the surface. There were plenty of demos, conversations, and proposals in motion. But for more than three months, deals weren't closing. Revenue and growth stalled. The team was active but not effective.

The problem wasn’t the product. It was the sales process. The team was chasing every potential opportunity that showed even mild interest. Large insurance brokerages, national banks, and even adjacent industries outside of insurance were being added to the pipeline. Meetings were booked, but most were never going to convert. The team had fallen into the trap of chasing volume over fit.

This approach was draining energy, eroding confidence, and burning valuable time.

The Turning Point

Everything changed when the team analyzed the past year of closed-won deals. A clear pattern emerged. The customers who adopted and succeeded with Denim were not scattered across industries. They fit a very specific mold.

They were regional insurance carriers that managed between a few hundred and a few thousand field agents. Their annual premiums were all within a range that held consistent. They already relied heavily on Facebook and Instagram to generate local leads, but lacked the internal marketing automation tools to scale those efforts efficiently. They had pain, urgency, and budget.

This was the ideal customer profile. Once the team saw it, they made a critical decision. Every deal, campaign, and outreach strategy would now center on this type of customer. Anything outside of it would be paused or placed on the back burner.

5 Steps to Rebuild Sales Momentum

1. Rebuild the Ideal Customer Profile (ICP)
   Study your most successful customers. Identify the traits they share, including firmographics, pain points, digital behavior, and sales cycle length.
   

2. Scrap the Existing Pipeline
   Clean out deals that don’t fit the ICP. It is better to work a small list of high-potential accounts than a bloated list that distracts your team.
   

3. Create an Account Target List
   Identify the accounts that most closely match your ideal profile. Focus every outbound and content effort on earning time with these companies.
   

4. Rebuild Messaging Based on Pain, Not Product
   Stop leading with features. Start with the problem your customer is losing sleep over. Build every sales touchpoint around that pain.
   

5. Implement a Weekly Deal Review Focused on Fit
   Review every active deal weekly. Ask one question: does this account still match our ICP? If not, move on.

The Outcome at Denim

After rebuilding the sales process around fit and focus, momentum returned. High-quality demos increased. Close rates improved. The team regained clarity and confidence. And the business started attracting more of the right customers who were easier to onboard, retain, and expand.

Growth didn’t come from working harder or chasing more. It came from getting disciplined about who the product was built to serve.

If your sales team is stuck in the same cycle, Rivet Consulting can help. We work with founders and go-to-market teams to sharpen positioning, reset the sales process, and focus efforts where they matter most.

Reach out to rebuild your marketing and sales motion and start closing the right deals.

GROWTH PLAY OF THE WEEK

Cut your pipeline by 60%.

Audit every deal in your CRM and remove any account that doesn’t match your ideal customer profile. A bloated pipeline feels good but hides the truth. Fewer, better-fit deals lead to faster closes, higher win rates, and a more focused sales team. Clarity is a growth multiplier.

Get a List of the Best HRIS Software for Your Company

Stop wasting time on endless research and confusing options.

Our HR Software experts provide you with tailored recommendations from our database of 1,000+ vendors across HRIS, ATS, Payroll, and HCM.

✅ 15 minutes vs. hours of demos
✅ 1:1 help from an HR Software expert
✅ No spam, no sales pressure

Get Your Free HR Software Matches