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When you’re the founder—or the first sales manager by necessity—you already know how to run a great discovery call. You’ve done it hundreds of times. You hear the subtle signals, ask the right follow-ups, and can sniff out a bad-fit prospect in the first five minutes. Your team? They can’t read your mind. And when everyone on the team asks different questions, qualifies differently, and interprets “good fit” in their own unique way, you don’t have a sales motion—you have a co

How to transform founder-driven selling into a repeatable, data-backed growth system. Introduction: When Founder-Led Sales Becomes a Bottleneck In the early days, sales runs on the founder’s energy. You know every nuance of your offering (and even how to deliver on an offering developed in the moment of a prospect conversation). You can read a prospect’s hesitation in seconds and tell the story that wins them over. The founder-led phase is a powerful advantage — until it isn’

If your company has reached a point where growth feels harder than it should be, you’re not alone.   Many founders reach $5–30M in revenue before realizing the limits of a founder-led go-to-market motion. (If you haven’t already, check out our post 5 Signs Your Business Has Outgrown Founder-Led Sales  — it’s a good place to start.) Once you recognize the gap, the next question usually follows fast:“Who should actually lead revenue for us — a VP of Sales, a CRO, or a Fractiona

For many founders, sales started as a personal mission. You knew the problem better than anyone, built the early relationships, and proved the model through sheer conviction. But there’s a turning point — when what got you here starts holding you back. At Inimity, we meet founders every week who’ve built great businesses — $5M, $10M, even $20M and more in annual revenue — but growth has slowed. Deals take longer to close, pipeline quality fluctuates, and the founder still fee