You’re Not as Good at Sales as You Think
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A company founder has no choice but to secure the first sales of their newly-created product and the first strategic partnership. That’s because they can’t afford to hire a sales or business development professional. But even with demonstrated success, they probably aren’t near as good at sales or business development as they think and this misconception can create some challenges later.
Startups with self-service business models don’t actually engage in traditional sales activities. But as mentioned already, founders of many startups have no choice but to find and secure their first customers. And many times these first customers come as a result of the early discovery process the founder engages in to figure out if the business idea should even be pursued. In fact, it’s called “customer discovery” because the best conversations and interviews are conducted with those that match the hypothesis of an ideal customer.
Since most founders don’t have professional sales experience, how is it that they are able to close those first deals? I have a theory.
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