If you are a tech founder saying we need more leads, this episode cuts straight through the noise and shows what is usually hiding underneath that sentence: weak positioning, fuzzy ICP, and a pipeline you cannot see clearly enough to manage. Alan Gold, Partner at TechCXO, lays out a practical way to diagnose stalled growth, sharpen your story, and stop wasting money on activity that looks busy but does not move revenue.

Gary and Alan break down what Alan looks for first when he walks into a growth company, why most early sales efforts fail without air support, and how to spot weak positioning fast by looking at lead mismatch. They get into founder-led sales and the point where it stops scaling, plus the hard conversation leaders avoid: your offer may be ordinary in the market even if it feels special internally. They close on AI with a clean rule of thumb: use it as leverage for research and execution, not as a shiny feature that distracts from customer value.

Alan Gold: https://www.linkedin.com/in/alanegold
Gary Lafferty: https://www.linkedin.com/in/growthfocus

00:00 Intro: who Alan is and what TechCXO does
01:47 The first growth diagnostic: strategy before tactics
06:10 We need more leads: the three problems underneath it
08:14 What strong positioning sounds like in plain English
10:53 Founder-led sales: where it breaks and how to transition
15:42 The hardest conversation: your baby may be ordinary
18:31 AI in growth companies: leverage vs distraction
22:01 How to reach Alan