Video · ~75 min

Founder-Led Sales, with Pete Kazanjy

Pete Kazanjy, hosted by Lenny Rachitsky · Lenny's Podcast (YouTube) Free Intermediate

Founder-Led Sales, with Pete Kazanjy

This conversation is the fastest way to get Kazanjy's whole framework without reading the book, and it spends real time on how to pick who to reach out to and why that targeting decision matters more than the message itself. Good to watch if you are about to send your first batch of outreach and want a founder's practical checklist, not theory.

  • A narrow, well qualified list outperforms a broad one even at very small scale.
  • Founders selling their own product close deals that a hired rep could not, use that while it lasts.
  • Track and learn from every conversation, the process is the product in early sales.
Watch on YouTube ↗

The question it answers

  1. Is cold outreach even worth it, or is it just spam that hurts my brand?

Read with it

  1. The single best thing ever written on customer conversations. It teaches you to ask about the customer's life and past... momtestbook.com Book · ~130 pages The Mom Test Rob Fitzpatrick
  2. The permission slip to recruit users by hand, do things manually, and deliver 'insanely great' experiences to your first few... paulgraham.com Essay · ~15 min read Do Things That Don't Scale Paul Graham
  3. A tactical follow-on covering the channels and motions top B2B startups scale after the first ten. Grounds distribution... Lenny's Newsletter Article · ~15 min read How to win your first 10 B2B customers Lenny Rachitsky
  4. The authoritative handbook on founder-led sales, written for technical/first-time sellers building B2B SaaS. Readable free... foundingsales.com Book · book (~400 pages) Founding Sales: The Early Stage Go-to-Market Handbook Peter Kazanjy
  5. Video · ~20 min How To Talk To Users | Startup School Gustaf Alstromer
  6. Before any of your outreach copy matters, you need the right person's actual email, and Hunter is the most widely used,... Hunter.io Tool Hunter (Email Finder and Verifier) Hunter
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