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.
Open foundingsales.com →
Answers How do I actually get my first 10 customers when nobody has heard of me? How did real successful startups actually land their first customers? I only have a landing page and a waitlist, how do I turn signups into paying customers? What's the best channel to launch on, Product Hunt, Reddit, Hacker News, or LinkedIn? 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? 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? Is cold outreach even worth it, or is it just spam that hurts my brand? 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? How many people should I actually reach out to before I expect to close my first 10 paying customers? I'm a solo technical founder and hate selling. How do I get my first customers without becoming a salesperson? I'm building for Indian SMBs who use WhatsApp for everything. How do I get my first 10 without a fancy sales process? Should I try to close my first 10 customers one by one, or run a small launch to get them all at once? I keep getting warm interest and 'this is great' but no one pays. How do I turn the first yes into money? How do I find my first 10 customers to sell to when I have zero network and no inbound? What should my very first sales pitch actually say, and how long should it be? How do I sell to enterprises and large companies as a tiny unknown startup they have never heard of? How do I sell in India where buyers negotiate hard on price and payments come in late? How much of my week should I spend on sales versus building the product in the early days? Should I offer a free trial, a paid pilot, or a discount to close my first customers? How do I keep a clean sales pipeline and track deals when I am the only salesperson? How do I write cold emails and LinkedIn messages that founders actually get replies to? How do I sell confidently when I am the founder and also the youngest or least experienced person in the room? When my product is technical and I am selling to non-technical buyers, how do I demo it without confusing them? How do I find someone's email address when it isn't public?
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