Early-stage founders who think they can outsource sales are fooling themselves. Every founder IS the sales team until you hit $1M ARR ... period. Those awkward customer calls aren't just about closing deals. They're your product roadmap, pricing strategy, and messaging all in one.
100% Martin.... and I think its also dangerous to think you can step away at $1m ARR or anytime. The startups I often have to do the most work cleaning up are when the Founder "transitions out" of sales at $1m+ and hands the keys over to a Sales leader and then things fall apart. Not always, but stepping away and taking an eye off sales/sales leadership is very, very risky.
This article is exceptional. Seth even nailed the hiring of 2 reps initially instead of 1. The reason -from my seat- is really more about A/B testing and risk management more than reps competing. Well done Seth!
Early-stage founders who think they can outsource sales are fooling themselves. Every founder IS the sales team until you hit $1M ARR ... period. Those awkward customer calls aren't just about closing deals. They're your product roadmap, pricing strategy, and messaging all in one.
100% Martin.... and I think its also dangerous to think you can step away at $1m ARR or anytime. The startups I often have to do the most work cleaning up are when the Founder "transitions out" of sales at $1m+ and hands the keys over to a Sales leader and then things fall apart. Not always, but stepping away and taking an eye off sales/sales leadership is very, very risky.
This article is exceptional. Seth even nailed the hiring of 2 reps initially instead of 1. The reason -from my seat- is really more about A/B testing and risk management more than reps competing. Well done Seth!
Thanks Jeff! I really appreciate the kind words. I also love the A/B testing sales reps as well.