• The Founder’s Sales Advantage: Five Evidence-Based Strategies for B2B Tech Success

    The Founder’s Sales Advantage: Five Evidence-Based Strategies for B2B Tech Success

    Conventional wisdom suggests founders should step back from sales as quickly as possible. This approach misses a fundamental dynamic: the founder’s unique advantages in B2B sales environments. Academic research demonstrates that founder-led companies consistently outperform their peers, particularly in the critical early-stage sales process. Not necessarily because of superior sales technique, but because of their…

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  • Eid and Lessons in Sales Leadership

    Eid and Lessons in Sales Leadership

    Over the weekend, we observed Eid ul-Adha, honouring Prophet Ibrahim and the spirit of sacrifice he displayed in obeying Allah’s command. Religion isn’t considered the best place to derive business inspiration, especially in sales. Yet for believers, it provides a framework guiding their actions. Our beliefs—whether religious or secular—profoundly influence how we act professionally, affecting…

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  • The Builder.ai Collapse: Sales vs Reality

    The Builder.ai Collapse: Sales vs Reality

    Following the collapse of Builder.ai, one of the most commonly mentioned quotes by its founder is where he said about wanting to make building an app as easy as ordering pizza.  Could it really become that? Possibly so, for there is no dearth of “make your own pizza” options around the corner of any London…

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  • Two Startups: B2B Sales Strategy as Determinant of Fate

    Two Startups: B2B Sales Strategy as Determinant of Fate

    In the summer of 2021, two B2B SaaS startups launched within weeks of each other. The world had started emerging from the global pandemic, but its effects were still reshaping how we work. Remote work had become the new default, and companies were scrambling to adapt to this fundamental shift. Sensing opportunity, countless startups began…

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  • From Yellow Pages to AI: A Journey through B2B Sales Evolution

    From Yellow Pages to AI: A Journey through B2B Sales Evolution

    My sales career started selling what we used to call dabbe. Originating from the Hindi word dabba which means box, it was a pejorative for cartons of a dumb product. Even in the naive cocksureness of youth, the irony of the term wasn’t lost on me. Those boxes were computing equipment – Desktop Computers (or…

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© Asif Khan 2025