Seriously Don’t Do That™
Seriously Don’t Do That™ is a weekly show for founders making high-stakes growth decisions and trying not to learn the hard way. Each episode focuses on one specific mistake founders make under pressure: U.S. market entry assumptions, emotional beachhead choices, premature sales hires, ICP chaos, compliance blind spots, broken pipelines, and board-level credibility gaps. Hosted by Dan Griffith, the show brings pattern recognition from real founder situations across healthcare, fintech, insurance, and other regulated or institutionally complex markets. Guest episodes validate the reality. Dan explains what actually went wrong and what to do instead. This isn’t hustle content. It’s not tactics without context. And it’s not agency advice.If growth feels harder than it should… you’re probably right. Seriously, Don’t Do That!
Episodes
So, most founders think Latin America is one market with one playbook. It's not. And the part that surprises people most? The first move isn't picking a country — it's picking a channel strategy.
In this episode, Dan sits down with Franklin J. Perez — 25+ years of commercial leadership across LATAM and the Caribbean at Medtronic, Edwards Lifesciences, and Abbott — to unpack what companies get catast...
In this tactical episode of Seriously Don't Do That™ — Week 3 of the 12-week SDDT program and Episode 3 of the ICP Sprint month — Dan Griffith breaks down the single most common (and most expensive) mistake founders make in regulated B2B sales: single-threading a deal through one champion when 22 people decide.
Using research from Forrester, Gartner, HBR, HIMSS, 6sense, and Prospeo, Dan reframes the ICP i...
Dan just got back from training for a sprint triathlon and realized something uncomfortable - he's not the athlete he thinks he is anymore. The video doesn't lie. The times don't lie. And that gap between who you think you are and who you actually are right now? That's the entire episode.
Last week was about founders with no ICP, just a fuzzy guess. This week is harder. These are founders who have a written ICP. ...
Welcome to Week 1 of a brand new 12-week run of Seriously Don't Do That™. We're opening with ICP Month - four episodes on your ideal customer, why they buy, and the choices you have to make to actually grow.
This is the episode Dan probably should have recorded a long time ago, because it covers the single most expensive mistake he sees founders make in regulated B2B markets.
The Don't: seriously, don't sell t...
A seasoned British sales leader walks into his first U.S. meeting. No deck. No slides. Just ready to have a conversation. The buyer’s response?
“Where’s your deck? You came unprepared.”
In this episode of Seriously Don’t Do That, Dan Griffith sits down with Todd Jenkins, VP of Revenue at Codility, to break down what EMEA founders consistently get wrong about the U.S....
Founders entering the U.S. often do everything “right”, strong product, great meetings, smart people and still go nowhere.
In this episode of Seriously Don’t Do That™, Dan Griffith sits down with Geir Arnhoff, founder of Dossier, to break down what actually went wrong in his first U.S. expansion attempt and what finally unlocked traction.
We cover:
- Why selling to the &ldquo...
Entering the U.S. market isn’t just a sales problem.
It’s an operational one.
In this episode of Seriously Don’t Do That, Dan Griffith sits down with Sims Tullos of Amesto Global to break down the back-office mistakes that quietly derail U.S. expansion.
We cover:
• Why “we’ll fix ops later” becomes expensive fast
• Entity setup, payroll, banking, tax, and co...
Entering the U.S. market is not a spending problem — it’s a sequencing problem.
Every year, European SaaS and healthtech founders burn six figures on activities that feel productive but don’t create pipeline:
• Conference booths before ICP clarity
• PR campaigns without localized messaging
• Lead-gen vendors before a sales process exists
• Hiring U.S. reps before the system is bu...
Most founders walk into trade shows hoping for visibility and walk out with nothing more than badge scans, swag bags, and zero pipeline.
The issue isn’t the booth.
It’s the missing system behind it.
In this 45-minute session, I and Benjamin Griffith (Co-Founder, Grow DGTAL) break down the exact Trade Show Framework they use to turn chaotic conference floors into structured sales campaign...
Most founders don’t lose U.S. deals because of their product…
they lose because they pitch to the wrong person.
And that’s exactly what we’re breaking down live this week.
If you're building or selling in healthtech and you still assume the clinician is the buyer… you’re already behind.
Because the people who love your product?
They’re rarely the peo...
You’ve raised capital and your board wants traction in the US market. The gut reaction? Hire a top-notch VP of Sales immediately. But what if that move actually slows you down?
In this practical 30-minute live event, Dan Griffith will unpack why hiring your sales leaders before setting up the right foundation leads to empty pipelines and frustrated teams. Based on real stories from the field, Dan will e...
Most founders don’t lose U.S. deals because of their product…
they lose because they pitch to the wrong person.
And that’s exactly what we’re breaking down live this week.
If you're building or selling in healthtech and you still assume the clinician is the buyer… you’re already behind.
Because the people who love your product?
They’re rarely the peo...
Join me on Thursday, October 16th at 9AM EDT for a 30-minute live session where we strip back the buzz and get real about what makes a growth pipeline trustworthy or doomed to fail. Founders too often spend big on branding, sales hiring, and outbound tools while missing the most crucial piece: a solid, agreed-upon definition of what counts as a qualified opportunity. The result? A “pipeline” that looks g...
Spend 5 figures on slick fonts, fancy decks, and noisy agencies or spend that same $$$ to own your Go-to-Market engine? If your GTM strategy feels rented, you’re not alone and it’s time to change that. No marketing fluff. Just clear steps to ditch rented growth and start owning your future. Ready to stop paying for noise and start building momentum? #GTM #FounderWisdom #SalesStrategy #PipelineGrowth #Fou...
An exclusive 30-minute session tailored for founders and sales leaders struggling with the costly hire-fire cycles in outbound sales.
In "Seriously, Don't Hire a BDR in 2026," we dive deep into why traditional BDR models are failing startups operating in tightly regulated markets such as healthcare, fintech, and insurance.
You’ll discover:
The impact of cold outreach’s diminishing re...
Board-Ready Revenue: Stop Guessing, Start Knowing
How to walk into Q4 planning with data you can defend
In this focused 30-minute session, Dan explores why boards lose confidence when founders rely on presentations over real data. The session covers:
Why most founders are “driving a $5M car with no dashboard”—and how to fix it
The four critical numbers boards care about: pip...
A focused 30-minute session designed especially for founders ready to break into new markets without wasting precious time and money.
We’ll dive into the story of three founders across different countries who faced the same challenge: smart teams with great products failing because they launched blind without a precise Ideal Customer Profile (ICP).
You’ll learn the four costly ICP mistakes ...
The $750K Marketing Machine That Closed Zero Deals – How to Stop Confusing Activity with Strategy
Too many founders mistake activity for strategy—tracking clicks, opens, and MQLs, without generating qualified opportunities or revenue. In this session, I’ll share the inside story of a nine-month U.S. market failure where a startup burned $750K on a marketing machine that produced 400 leads pe...
Are you rushing into the US market without the right foundations? That $1.5M price tag from a London boardroom disaster could be yours if you don’t get this right.
Join me LIVE as I will share the four critical foundations that every company needs before scaling in the US:
✔ Customer clarity beyond demographics
✔ Message-market fit that resonates and converts
✔ Sales process discipline beyond f...
"I heard this three times last week: 'We're about to hire 6 people for go-to-market — Marketing manager, SDRs, inside sales rep, content creator…' Different founders, same $500K mistake.
The issue wasn’t the people. It was hiring an army to figure out what AI + strategy could solve in weeks.
On Thursday, August 28th at 9 AM EDT, I broke down:
- Why smart founders were burning runway on headcount
- How...
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