Founder-led sales for people who have never sold anything — prospecting, discovery, demos, objections, closing, and the pipeline maths underneath it. Plus business models and pricing.
Lessons
Founder-led sales for people who hate selling — Selling early is not persuasion. It is finding out whether this person has the problem badly enough to pay — and that is a question, not a pitch. (12 min)
Running a discovery call — A structure for the first real sales conversation, and how to end it with a next step that actually exists. (12 min)
Handling objections — Most objections are information, not resistance. The four you will hear constantly, and what each actually means. (12 min)
Closing and following up — Most deals are lost to silence, not to a no. Asking clearly and following up systematically wins more than any technique. (10 min)
Business models — Subscription, transaction, marketplace, usage, licence. The model shapes your margin, your sales motion and how much money you need. (12 min)
Pricing — Not what competitors charge. A statement about who you are for — and most early startups price far too low. (15 min)