First Customers (GTM)
Founder-led sales
Nobody sells your product better than you, yet.
I'm a technical founder and I hate selling, do I really have to do sales myself?
Yes, and you can't outsource it early. Nobody understands or believes in your product more than you, so nobody will sell it better, and doing sales...
How do I run a sales call without sounding like a pushy salesperson?
Stop pitching and start diagnosing, great founder sales is mostly asking sharp questions and listening. Use a SPIN-style approach: understand their...
How do I handle objections and prospects who go silent on me?
Objections are buying signals, welcome them and ask questions to get to the real concern behind them. For ghosting, be shamelessly persistent and f...
When do I know it's time to hire a salesperson instead of doing it myself?
Not until the motion is repeatable and you can predict it. A useful bar: do at least ~50 demos and hit a win rate around 20% or higher before you h...
What sales process should I follow if I've never sold anything before?
Keep it simple: qualify hard, do a discovery call before ever demoing, tailor the demo to the problem they told you about, then ask for the close w...
How is founder-led sales different for Indian founders selling to global (US) buyers?
The fundamentals are identical, but the trust gap is bigger, early Indian SaaS founders win by being maniacally responsive, offering generous pilot...