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Intermediate
This is the build-the-playbook manual to pair with the timing decision. It forces the abstract 'write it down' advice into artifacts you can actually hand a rep: a three-part ICP (which companies have the acute problem, who inside feels it, what trigger makes it urgent), a five-stage buyer-belief map, a discovery guide, a demo script, and a written save for your top five objections. Its readiness test is concrete: your first rep's conversion should track close to yours.
The Founder-Led Sales Playbook: From First Deals to a Repeatable Motion
From The GTM Newsletter by The GTM Newsletter (GTMfund) 18 min read
- Prove the motion on 30 to 50 qualified prospects with 10 to 20 conversions before you systematize; smaller samples just scale your mistakes
- Write your sales story down, read it aloud, and run it past people who know nothing about your space; if it only lives in your head it cannot be transferred
- You are ready to hand off when conversion is statistically meaningful (roughly 15 to 25 percent on qualified pipeline) and a new hire following your doc hits similar numbers
