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Tips for Founders Doing Sales (From a Founder)

micael.substack.com

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Re: Tips for Founders Doing Sales (From a Founder)

#31

Post by supernova87a »

All I can add here for founders is, "don't let sales corrupt your product goals" and "don't let revenue be the end-all of your company".

I have seen too many young, inexperienced founders get caught up in the hamster wheel of searching for earlier-than-ready-for revenue at any cost, on the VC's schedule, and being slave to that dimension of performance while losing sight of everything else. It may feel good momentarily, but you'll look in the mirror and wonder who's in control of your life. And why a couple months down the road you're trying to slap lipstick on a pig and sell it to anyone who knocks.

It may be harder, but make that choice earlier and be what you want your company to be, not something else.

Re: Tips for Founders Doing Sales (From a Founder)

#32

Post by bastawhiz »

blackrock wrote: post #30
katzgrau wrote: post #21

> Don't promise features you are not planning to build and align your prospects expectations with. As an engineer turned sales for my own indie company (15 employees today, had 0 when I started doing sales) - I partially agree with this point. Don't build something custom simply to win a new customer. But there are a few times I've listened to a prospect describe their need and I though, "huh, that kinda wasn't in my…

Change Request. Get the customer to pay for it. $300/hour for custom development consulting.

That seems like an awfully hostile business model. Hopefully the cost of switching to your competitors comes in at less than $300/hr.

Re: Tips for Founders Doing Sales (From a Founder)

#34

Post by capableweb »

rogerthat_au wrote: post #29

One of the best tips I received for sales: when trying to sell a pen, don't focus on the features. Stop and ask the customer - what are they looking to do with a writing instrument? Go as deep as possible in understanding their need in that conversation by asking questions. Once you understand the need - work out how best to fit the pen you're selling to their needs. Two benefits of this approach: the customer does m…

Also, if in your conversation with the person you find out that they actually need a paint brush instead of a pen, don't try to sell them the pen! If you try to sell them something they don't need, you either piss them off by looking like you don't understand them, or you piss them off once they bought the pen from you and realize it won't work for them.

Instead say that probably you don't have (currently at least) what they are looking for, and if they need help in the future to contact you again.

Re: Tips for Founders Doing Sales (From a Founder)

#35

Post by HPsquared »

amoorthy wrote: post #5

I'm an engineer turned bus-dev/sales person. I found the transition very difficult and was recommended to sign up for sales coaching. It was excellent advice and I learned a lot about my inherent weaknesses when it comes to selling and how to compensate for them. I wrote a few of my lessons on my blog. A bit dated but perhaps of value to others: https://www.curiousjuice.com/blog-0/bid/134157/Sales-trainin... https://…

"A bit dated"? That's not exactly selling it... (I kid, I kid)

Re: Tips for Founders Doing Sales (From a Founder)

#36

Post by vansul »

Most important realisation for me personally: keep emailing.

As an introverted dev trying to sell I often assume silence means they don't care and they hate me. I've learnt this is almost always wrong - the recipient is typically just busy or indecisive. Stay polite/respectful/human but keep at them and don't let the void kill you.

Still figuring out the details but getting over that was quite a profound feeling and has turned out pretty useful in life generally

Re: Tips for Founders Doing Sales (From a Founder)

#37

Post by cutemonster »

vansul wrote: post #36

Most important realisation for me personally: keep emailing. As an introverted dev trying to sell I often assume silence means they don't care and they hate me. I've learnt this is almost always wrong - the recipient is typically just busy or indecisive. Stay polite/respectful/human but keep at them and don't let the void kill you. Still figuring out the details but getting over that was quite a profound feeling and…

> keep emailing

The same possible customer, with exponential backoff?

Or you email the same person regularly say once a week?

Re: Tips for Founders Doing Sales (From a Founder)

#38

Post by mendigou »

amoorthy wrote: post #5

I'm an engineer turned bus-dev/sales person. I found the transition very difficult and was recommended to sign up for sales coaching. It was excellent advice and I learned a lot about my inherent weaknesses when it comes to selling and how to compensate for them. I wrote a few of my lessons on my blog. A bit dated but perhaps of value to others: https://www.curiousjuice.com/blog-0/bid/134157/Sales-trainin... https://…

How did you go about finding the right sales coach? Was it a 1:1 program or something more like a class?

Re: Tips for Founders Doing Sales (From a Founder)

#39

Post by alexpetralia »

amoorthy wrote: post #5

I'm an engineer turned bus-dev/sales person. I found the transition very difficult and was recommended to sign up for sales coaching. It was excellent advice and I learned a lot about my inherent weaknesses when it comes to selling and how to compensate for them. I wrote a few of my lessons on my blog. A bit dated but perhaps of value to others: https://www.curiousjuice.com/blog-0/bid/134157/Sales-trainin... https://…

I found these write-ups very valuable. Thank you!

Re: Tips for Founders Doing Sales (From a Founder)

#40

Post by throw93 »

katzgrau wrote: post #25
throw93 wrote: post #22

Earlier quoted context omitted.

> 15 employees today, had 0 when I started doing sales That is impressive, especially sales and marketing. How did you handle marketing when starting out alone? Was it mostly online or you visited local customers? I find getting foot in the door most difficult thing to do.

The first customers were definitely the hardest. I didn't do any classic marketing, just cold calls and emails. It took a few months to get the first paying user. I did target a specific niche. I then went in a road trip around the northeast (literally camping in a tent at the nearest KOA or park) hitting different areas where customers were. I'd stop in town, call them up, and tell them I was passing through (which…

Thanks for sharing your story!
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