Sales isn't one pitch. It's three steps: lead generation, the pitch, and closing. Most early-stage companies wrongly expect salespeople to find their own leads instead of treating lead generation as a separate, critical stage.
And one of the things that we see is there's this misconception in the mind of people that haven't done sales, as you described, whether they're a technical founder or just more of an entrepreneur, where they think of sales as an event. Like you go make the pitch and then like you close the deal. But sales is really a process. And we actually see that, you know, there's 3 steps to that process. There's the lead generation kind of aspect of it, which you oftentimes think of as marketing. But a lot of early-stage companies are like, the salesperson will go find those leads for me.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
