Let me tell you about Wednesday night. I still can’t stop thinking about it.
Giulio Michelon invited me to record a live episode of his podcast, Cosa Sposta, at the Testbusters office in Turin.
Turin is an hour from me. I said yes right away, didn’t even think about it.
In my mind, it was nothing big. Ten people, a mic, a chat, maybe a glass of wine, then home.
I walked in and saw 50+ people. This was half an hour before we even started.
Fifty people, all there to hear me talk about sales for almost 2 hours.
I didn't expect that. At all. 🥶
The podcast live was incredible; I can't wait to see it. Giulio has been an amazing host.
After, we stayed for aperitivo. I talked with a lot of people, but not everyone.
The next morning, a founder emailed me.
He was in the room, he liked it, and he was sorry we did not talk because there were too many people who were in line to talk to me.
Before the event, I sent this text to my wife:
I sent it because I didn't know who else to send it to.
She knows better than anybody how this story started.
When I started Inscaler three and a half years ago, I was alone. I still am. 😎
All alone...no team, no partners, no office.
When you work like this, one worry never leaves you.
For me, it's pipeline.
Where does the next client come from? If I stop, everything stops.
I've had this worry since day one. I still have it. I don't think it ever really goes away.
But this year, something changed. I have always had lots of inbound, but nothing like these last few months…
In June, I recorded a podcast with Sales Busters in Bologna.
The YouTube video got 4K views, and the Instagram reels got over 30K combined.
After that, people started reaching out to me first. Founders who never reached out before but they all knew me from Linkedin.
Two weeks ago, a founder replied to this newsletter with one line: "We are ready to start, can we talk to organise?" I smiled all day.
Let me share the numbers, as always. 🔢
In October, Inscaler is already pacing to hit last year's revenue.
When I see these numbers, I think about all the Saturdays.
This newsletter is almost 200 weeks old.
Every single Saturday. I've been on LinkedIn every week since day one.
Some weeks I was tired. Or worried. Or just tired from the day before.
Nothing happened overnight.
Three and a half years of small things, and some luck.
But what makes me happiest isn't the numbers.
Every time I talk to a founder, we're both happy. They're happy with the work. I'm happy with the results we got.
It's a real win-win, even when times are difficult.
Some are now friends, some keep texting me for advices and chats.
So, today it's just a thank you.
To my clients, to the people who send me other founders, to Giulio and Andrea from Sales Busters for having me, and to you, for reading me every Saturday for all this time.
I truly appreciate it.
Thanks for reading this far (again). See you all next week.
– Matteo
