Last week, I explored how job priorities shape the B2B buyer’s mindset when it comes to purchasing decisions. The reality is that unless your product solves a problem that ranks reasonably high on your buyer’s priority list, your chances of closing deals remain slim—regardless of how brilliant your solution might be. The key isn’t just…
There comes a stage early on in the B2B founder’s journey where they ask themselves: “Why aren’t people buying?”. This usually happens after they have exhausted their base of industry friends and contacts. The ones who are happily running pilots and demos, even gushing about how good the product is. This is the initial traction…
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…