01
Founder-Led Sales
Early founders should often sell directly because customer conversations simultaneously generate revenue and product information.
- Identify the customer.
- Understand the pain.
- Demonstrate the solution.
- Ask for the sale.
- Deliver.
- Learn why the customer bought or refused.
02
Positioning
positioning = target customer + problem + differentiated promise
Good positioning reduces ambiguity about who the product is for and why it is meaningfully different.
03
Enterprise Sales
- Economic buyer.
- Technical buyer.
- End user.
- Procurement.
- Security review.
- Legal review.
- Implementation.
- Renewal and expansion.