Booths don't close crypto deals. Dinners and great relationships do. I've closed $50M+ closed across L1s, L2s, and Institutions. Zero BDR help. Nine rules on how to do it yourself (long form pinned as an article on my page): 1/ In-person reigns. Conferences specifically. More specifically, dinners. 12 people max, curated. Be a sniper with your time, not a machine gunner. Booths are low signal for the company and for your personal brand. The real deals get made over dinner the night before. 2/ Founder-led sales is the unlock most operators miss. Pull your founder in for warm intros that turn into deal flow. They don't pitch. They hype the vision for 15 minutes, then bring in the AE. Saves both founders time. Signals the seriousness of the relationship. 3/ Bring value before you ever ask. Intros to their team from your network. Engagement with their content. A-team operators when they're hiring. Look through the lens of "how can I help" first and 10/10 of those relationships grow. 4/ Position your personal brand as more than a sales person. Nobody needs another one. The moment you're seen that way, you're interchangeable. Know their company, their roadmap, their competitors, their real problems outside what you sell. 10x value to them. 5x deal size to you. 5/ Skip the 22-slide deck. Nobody wants to be walked through 22 pages. 3 to 5 slides max, then pricing. Conversational, at their pace, answering questions as they come. Send the full deck after so they can pitch upstairs. Read a script and you lose them by slide 4. 6/ Don't be afraid to sell custom. The basic catalog doesn't change a buyer's business. Custom does. You'll need internal approval from your founders. Push for it. Sell the vision of what's possible, not what's in the SKU sheet today. 7/ Sell the truth (Naval said it best). Some buyers don't need what you're selling. That's fine. Make friends and move on. Follow up once or twice, then drop off. If someone isn't motivated, don't lose your high status chasing them. Chase and you look desperate. 8/ Build an internal army of pipeline builders. Everyone in the company can build external relationships. If you treat them right, they feed you leads. Reward it publicly. Don't take full clout. Send the credit and comp upside back. Build the flywheel. 9/ Genuinely care about the buyer. Know their kids' names. Where they vacation. Skip the weather small talk. The best closers know which buyer is going through a divorce, whose kid got into Stanford. That's not a tactic. It's the job. The deals follow. Full long-form breakdown on my profile (pinned).