CoinedFounder-led sales
“There's this really great article on Lenny's newsletter on adding a sales sales organization to a self-serve product that Lenny had me write”
← All resourcesnewsletter
Layering Sales on Product-Led Growth
By Pete Kazanjy
1 recommend/use · 1 sourced episode
Every sourced reference
Short attributed excerpts only. Timestamps are approximate.
RecommendsFounder-led sales
“I would encourage people to read that article.”
Related frameworks
Leadership5 steps
Hire the Deputy, Not the VP
Hire two gritty early-stage sellers from an analogous company, not a professionally rich VP.
Read →
Sales5 steps
The Consultant With a Predilection
Be a consultant who favours one solution: yours. Disqualify hard, let discovery persuade.
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
Spot an error or want this page removed? Request a correction or removal.