I’m a founder, not a seller. How do I get good at sales?

Q. I’m a first-time founder with zero sales experience, but I know I have to get good at it. How can I build my skills and confidence in this area?

 —Founder in the enterprise software space

We’ve often backed founders who are product-centered and would like to offload sales ASAP. However, CEOs should invest in getting good at sales, because they are always selling. Not only are they selling to customers in the beginning, but they are selling their vision when attracting new hires, motivating employees, and captivating journalists.

Oftentimes, founders are also the best salespeople the company can ever have. They are the one who had the idea, who knows the product, and knows how to solve for the problem it is addressing. Most companies don’t start out with a sales team, which means that a founder has no choice other than to get used to selling. The good news is that you will learn by doing it. You will get feedback from customers that will help you hone your product as well as hone your pitch. Read More >>

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