When sales no longer needs to be founder-led

When is the right time to shift from a founder-led sale to one that is led by the first sales hire?

Sales reps need three things to do their job:

• What is the product / service (and problem it solves)

• Who is the prospect to hunt (vertical foci and ideal titles)

• What is the pricing model

  Bonus if one can:

• Identify prospects experiencing the problem prior to contacting them¹

• Have prepared responses for common questions or objections

A founder visions and often b…