Youβre reading an excerpt of Founding Sales: The Early-Stage Go-To-Market Handbook, a book by Pete Kazanjy. The most in-depth, tactical handbook ever written for early-stage B2B sales, it distills early sales first principles and teaches the skills required, from being a founder selling to being an early salesperson and a sales leader. Purchase the book to support the author and the ad-free Holloway reading experience. You get instant digital access, commentary and future updates, and a high-quality PDF download.
Approach your sales conversations with the stance that the prospect will inevitably be a customer. This is more applicable when youβre at the scaling stage, when it is now clear that the solution that youβre presenting has product-market fit. But it can be helpful even at the earlier stages of your go-to-market period.