“there's also this book called founding sales that I imagine you're familiar with”
← All resourcesbook
Founding Sales
By Pete Kazanjy
2 recommend/use · 2 sourced episodes
Every sourced reference
Short attributed excerpts only. Timestamps are approximate.
CoinedFounder-led sales
“then I wrote I wrote a book on on sales for founders and other kind of first-time sellers. It's called Founding Sales.”
RecommendsFounder-led sales
“your book Founding Sales is like the book I give every founder that is trying to figure out sales.”
Related frameworks
Marketing4 steps
Copy Comps' Zero-to-One, Not Their Growth Hacking
Ignore late-stage growth tactics with no users — study what your archetype did to get its first 1,000
Read →
Leadership5 steps
Hire the Deputy, Not the VP
Hire two gritty early-stage sellers from an analogous company, not a professionally rich VP.
Read →
Innovation3 steps
Information-Diet Idea Divergence
Same inputs produce same ideas — mine your unique experience and starve the herd feed
Read →
Entrepreneurship3 steps
Pre-Sell Before You Build
Do customer validation and line up buyers before writing code or raising money
Read →
Innovation2 steps
Tar Pit Idea Detection
Spot the seductive ideas that draw everyone in and trap them — they validate but never work
Read →
Sales3 steps
The Calendar Customer-Contact Audit
20-30% of your calendar should say 'customer meeting' — in person, not behind a keyboard
Read →
Sales3 steps
The Collison Install (Last-Mile Close)
A 'yes' isn't a sale — hand-hold implementation until the customer is fully live
Read →
Sales5 steps
The Consultant With a Predilection
Be a consultant who favours one solution: yours. Disqualify hard, let discovery persuade.
Read →
Entrepreneurship3 steps
The Don't-Die Keep-Going / Give-Up Decision
Deciding whether to persist or shut down by testing love, energy, and remaining moves
Read →
Strategy3 steps
The 'Going Home' Pivot
A good pivot moves warmer — toward your existing expertise and what your last idea taught you
Read →
Entrepreneurship3 steps
The Hated-Incumbent Idea Prompt
Find a big incumbent customers hate with terrible software, then build the replacement
Read →
Strategy2 steps
The Ideas-Left Pivot Timing Test
Pivot when you're out of credible growth ideas, not just because growth is slow
Read →
Leadership5 steps
The Leading-Indicator Ramp Scorecard
Judge a new seller each month on the indicator due that month, not on bookings.
Read →
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.
Read →
Sales5 steps
The Second-Date Funnel
Win rate is a lagging indicator. Manage the meeting-to-meeting conversions like dates.
Read →
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.
Read →
Leadership5 steps
The Written Screen Job Simulation
Send a shared doc of a dozen easy questions. Half the candidates disqualify themselves.
Read →
Communication5 steps
Turbo Rapport and Sales Scales
Sales is a set of drills, not a birthright — practise your scales on baristas and bartenders.
Read →
People in these episodes
Related resources
- Airbnb
- All-In Podcast
- Amplitude
- Andreessen Horowitz
- Apple App Store
- Apple Watch
- Atlassian
- Atrium
- Brex
- Coda
- Columbo
- Datadog
- DoorDash
- Encanto
- Figma
- Flatfile
- Flexport
- Foursquare
- Getting to Yes
- Glengarry Glen Ross
- Google Docs
- Greenhouse
- GRIN
- Hacker News
- Hinge
- Layering Sales on Product-Led Growth
- Lenny's Newsletter
- Lenny's Podcast
- LennyPodcast.com
- Lever
- Localmind
- Merge
- Mixpanel
- MySpace
- Napster
- New Relic
- Notion
- Oura Ring
- PayPal
- PostHog
- Retool
- Salesforce
- Segment
- SiPhox Health
- Snowflake
- SpaceX
- Stripe
- The Goal
- The Lean Startup
- The Score Takes Care of Itself
- The Sopranos
- The Wire
- Vanta
- Whatnot
- Y Combinator
- Zip
Spot an error or want this page removed? Request a correction or removal.