it is a huge misconception if you think as a #startup founder, that founder-led selling ends after early-stage seed funding, especially while still trying to prove out PMF. 2 weeks ago, I brought on a new client, and here is what we are working on:
1. PMF: In the early stages, founders are typically more attuned to finding product-market fit. Hiring a sales team too early can create a disconnect between the product and market needs because sales reps might not have the same depth of understanding or ability to speak outside the box as the founders.
2. Building Authentic Relationships: Founders bring a unique passion and credibility to the sales process that’s hard to replicate. This connection can be a powerful driver for closing early deals and creating strong customer advocates.
Iterative Learning and Pivoting: When founders are involved in sales, they can quickly adapt and pivot the strategy if needed. A sales team, however, might be less flexible and slower to implement these changes, as they rely on established playbooks and processes.
3. Early-Stage Costs: This introduces additional costs, and a new sales team might take time to become fully effective. Founders might overestimate the immediate impact of a sales team and underestimate the importance of their own continued involvement during the early sales phase.
4. Investor Expectations and Scaling Pressure: Founders are often under pressure from investors to demonstrate traction and growth. However, founder-led sales allow for a deeper understanding of the customer and can lead to a more sustainable and strategically sound scaling process.
5. Preparing for Sales Team Handover: By leading sales initially, founders can develop a refined sales process and initial playbook that can later be handed over to a sales team. This approach ensures that the sales team inherits a well-tested strategy, making it easier for them to succeed. When founders skip this phase, the sales team may struggle due to a lack of clear direction or understanding of what truly resonates with prospects.
While hiring a sales team can help with growth and scalability and increase my fees ?? founder-led sales in the early stages are essential for building strong customer relationships, refining the product, and establishing a solid sales foundation.
#startupadvisor #newtech #consultant