Close Your First $1M ARR With Your Laptop CLOSED (Joe Caprio, Partner @ Glasswing Ventures)

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1. 12:44

   And it's literally 1500 humans now on one sentence, we're having success with seasonal factories. So you can literally just kind of take a hunch and build out 13 weeks worth of outbound and then drive real net new meetings based off this theory you have. And the conversation's not, “you need to buy my product. No, the conversation's like, here are my credentials. Here's what I'm” building. Here's my funding. Here's why I'm legitimate. And here's why I want to devote all of this education and money and desire into your role and your day-to-day problem. And I'm looking for prints. Damn, that's a hell of a lot better of a sales meeting to take than some sales rep

   In Founder-led sales

2. 13:53

   Spend no time on it. Drive no pipeline. Have no customers. Fill your company before you raise the series. There are two choices here, people. Do meetings or let your company die on the vine. You don't have a freaking choice. So now it's a matter of how can I spot the most time-consuming pieces of this “and then outsource, automate, whatever those pieces.” have a full-time BDR that works for me here at Glasswing Ventures and I deploy her into our companies. And so she's supporting six of our companies right now doing outbound for the founders there. I then use that to kind of teach and wean the founder off of my BDR.

   In Founder-led sales

3. 24:04

   You don't even know if this product is going to exist anymore, guys. What are you doing? Yeah. Armand, I used to keep a Slack channel open to your point about not really knowing what product market fit is in early stages. I'd get on a call with somebody and I'd say, hey, we've raised some money. We're exiting stealth mode this winter. “Right now I'm just getting feedback from your job title. So let me talk you through what we're” building here, riff with you. And I want to know, is your industry a good industry to beachhead? Is your role the right user? Am I explaining this problem right? Help me out. Give me a pre-half hour. And that's the context of a lot of my early sales pitches when I launch a company. So I get on the call and not, do you want to buy this? But can you help me identify if I'm

   In Founder-led sales

4. 24:10

   Yeah. Armand, I used to keep a Slack channel open to your point about not really knowing what product market fit is in early stages. I'd get on a call with somebody and I'd say, hey, we've raised some money. We're exiting stealth mode this winter. Right now I'm just getting feedback from your job title. So let me talk you through what we're “building here, riff with you. And I want to know, is your industry a good industry to beachhead?” Is your role the right user? Am I explaining this problem right? Help me out. Give me a pre-half hour. And that's the context of a lot of my early sales pitches when I launch a company. So I get on the call and not, do you want to buy this? But can you help me identify if I'm

   In Market-entry validation

5. 30:27

   So like doing really, really smart account list building is interesting to me. And then getting beyond that to like, who and how can I get that meeting? So there's a lot of entrants right now on like, who and how should I prospect? Not like, not Lavender Reggie writing email, but like, you know, finding the human being, “finding a trigger and then suggesting like, don't email that person.” Have your boss email that person, right? It's like, that's an interesting one for me. I'm less geeked out about like drafting good email because you can do it on chat GPT. You can do it in sales loft outreach column. Everyone is drafting email. So I don't care about that. So demand gen for me, it's finding good accounts, finding good humans and triggers.

   In Prospecting

6. 33:29

   And the final question is, Joe, what is one thing that a sales leader or maybe in this case, a founder running a mini sales team, what is one bad habit that a sales leader should break? Stop doing immediately. That would make every revenue organization in the world a little bit better. “Stop sending campaigns before you manually clean your list.” Do not send dear sir. Do not send Joe rocket ship. Do not send emails to salespeople that work for your competitor because you didn't take the time to just purge the list. Look at the first 20 people on the list. And if you're not 18 out of 20 or a match, you have more filtering to do to get your list right.

   In Data hygiene