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.
At the beginning of this book, I told you that your go-to-market would have two stages: First, you would need to figure out how to sell your offering (the approaches for which were discussed in the first two-thirds of the book). Then, youβd begin to scale that up (which is what the last part of the book was about).