Podcast episode
Founder-Led Sales: Taking Your Startup to Market (Peter Kazanjy, Atrium)
30 Minutes to President's Club1 Aug 202425 min
Description
FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are. If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing them on as a pilot customer. If you're not ready to solve the big problem yet, launch a customer advisory board. Offer a small amount of equity to early advisors who can help develop your product to the point where it can address a significant issue. PETER'S PATH TO PRESIDENT’S CLUB Co-Founder @ Atrium Founder @ Modern Sales Pros VP of Product @ Monster Founder @ TalentBin (Acquired by Monster) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Then the second component of that is the outbound communication to then get in contact with those contacts. So messaging that out, identified you for these reasons right here. These are the characteristics that made me think that you have this challenge that we're potentially are thinking about solving. I'm doing some research on this right now. “Would you be open to chatting with me?” We landed our first meeting. What's number two? Cool. Now we got to talk about interviewing them, right? Getting information out of the prospect. You want to have a deck that guides the conversation. The first thing you want to start out with is, do you have this problem that we are thinking about solving, right?
or 100 CROs and you book 10, 15 meetings, however many meetings, it'd be great if you booked at least 10. You take those first calls, what do you say when you jump on a call with a CRO or a VP of sales if you're just starting out at Atrium? Hey, thanks for joining us. “Gonna take you through some questions” associated with the problem that we think people are potentially gonna solve. And it's really important to lean into, we think we have a hypothesis, et cetera, because what you want them to do is you want them to feel at home being like, nah, brah, I don't have that problem, because that's important information. And then you hear that 10 times like,
And I think founders can oftentimes, because they have some sort of crazy idea for what the better mousetrap ought to be shaped, versus you actually want people to, you want to push them away. And I was just teaching my reps about strip lining the other day, or reteaching folks about strip lining. Be like, yeah, you know what? “This actually doesn't seem like it's a problem for you.” And if someone's, yeah, I agree with you, great, we can be friends. We're going to part ways here. Versus, no, I actually do think this is a problem. Okay, great. But you have to be confident. You have to have pretty good confidence to do the takeaway. Yeah, but I think the thing that's interesting is it's no-lose. Like you're showing I'm trying to understand. I'm trying to put together the pieces.
And I think founders can oftentimes, because they have some sort of crazy idea for what the better mousetrap ought to be shaped, versus you actually want people to, you want to push them away. And I was just teaching my reps about strip lining the other day, or reteaching folks about strip lining. Be like, yeah, you know what? This actually doesn't seem like it's a problem for you. “And if someone's, yeah, I agree with you, great, we can be friends.” We're going to part ways here. Versus, no, I actually do think this is a problem. Okay, great. But you have to be confident. You have to have pretty good confidence to do the takeaway. Yeah, but I think the thing that's interesting is it's no-lose. Like you're showing I'm trying to understand. I'm trying to put together the pieces.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.