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Pete Kazanjy

Pete is the author of my single favorite book on sales called Founding Sales.

1 episode · 1 sourced appearance

Appearances and evidence

Short attributed excerpts only. Timestamps are approximate.

MentionsFounder-led sales

“Today my guest is Pete Kazanjy. Pete is the author of my single favorite book on sales called Founding Sales”

Speaker: Lenny Rachitsky▶ Watch at ~0:30approx.

Frameworks in these episodes

Episode-linked context, not an unsupported claim of authorship.

Leadership5 steps

Hire the Deputy, Not the VP

Hire two gritty early-stage sellers from an analogous company, not a professionally rich VP.

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Sales5 steps

The Consultant With a Predilection

Be a consultant who favours one solution: yours. Disqualify hard, let discovery persuade.

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Leadership5 steps

The Leading-Indicator Ramp Scorecard

Judge a new seller each month on the indicator due that month, not on bookings.

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Sales5 steps

The Sales Motion as Source Code

Treat the pitch like a codebase: run cohorts of 10, patch the bug the prospect found, redeploy.

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Sales5 steps

The Second-Date Funnel

Win rate is a lagging indicator. Manage the meeting-to-meeting conversions like dates.

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Sales6 steps

The Selling While Loop

Sell it yourself until it reliably runs on your local, then package it and ship it to other brains.

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Leadership5 steps

The Written Screen Job Simulation

Send a shared doc of a dozen easy questions. Half the candidates disqualify themselves.

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Communication5 steps

Turbo Rapport and Sales Scales

Sales is a set of drills, not a birthright — practise your scales on baristas and bartenders.

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