Fintech founders often hire sales teams too early, before they have marketing foundations or proven product-market fit. Without brand awareness and market education, sales roles sit idle and SDRs can't engage prospects who've never heard of the company. Validate fit and build demand first.
fascinating for me to watch in working with fintech founders, this whole idea. And it's, it's— I understand where it comes from, Mark, but this whole idea that we need to sell stuff, so we need to hire CRO and/or VP of Sales and/or these, these AEs, and then we need an SDR team, because if we just have these people coming in and creating and, and building this top of funnel, we are going to land it. And then the, the truth of the matter is it's another example of where if we're not doing fundamental work on the marketing side, creating awareness, creating education, you're going to have a lot of salespeople twiddling their thumbs with not a lot to do. You're going to have SDRs trying to have conversations with people that don't know who you are, and that's okay. But if you haven't validated product-market fit, it's uncomfortable. It is just not a great situation to be in.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
