Sales

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’