Everything from

foundingsales.com

1 resource from foundingsales.com we point founders to, and the questions each answers.

📖 Book
✓ Link checked Freemium Intermediate

Why we picked it The authoritative handbook on founder-led sales, written for technical/first-time sellers building B2B SaaS. Readable free online via membership, and covers the whole motion end to end.

Founding Sales: The Early Stage Go-to-Market Handbook

From foundingsales.com by Peter Kazanjy book (~400 pages)

  • Do ~50 demos and hit a ~20%+ win rate before hiring your first sales rep.
  • Discovery before demo, understand the problem before you pitch.
  • Dedicated chapters on prospect outreach and demo appointment setting.
  • Turn founder selling into a documented, repeatable, transferable process.
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Answers I'm a technical founder and I hate selling, do I really have to do sales myself? How do I run a sales call without sounding like a pushy salesperson? How do I handle objections and prospects who go silent on me? When do I know it's time to hire a salesperson instead of doing it myself? What sales process should I follow if I've never sold anything before? How is founder-led sales different for Indian founders selling to global (US) buyers? How do I land my first enterprise customer when nobody has heard of us? How long is a B2B sales cycle and how do I not run out of money waiting? Who do I actually sell to inside a big company, and how do I find the decision-maker? They want a free pilot, should I do it? How do I survive procurement, legal, and security reviews as a tiny startup? How do I price my very first enterprise deal without leaving money on the table or scaring them off? As a technical or first-time founder, how do I actually run a good sales call? Can an Indian startup sell to global enterprises, and what's different about doing it from India? Can two non-technical founders realistically win a niche, or do we need a technical edge to defend it? I'm a solo technical founder and hate selling. How do I get my first customers without becoming a salesperson? As a domain expert leaving my industry job, how do I turn my old network into first customers without seeming like I'm exploiting them?