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First of all, you don’t understand your sales process deeply enough to teach it to someone else. In my experience this is almost always a mistake for several reasons. This could be the time to start experimenting with some marketing tactics (scraping public lists, building lists from LinkedIn, attending shows where your prospects gather, sponsorships that get you access to a list, etc.).Īt this stage it might be tempting to hire a sales person that already has a deep set of contacts in your target market. At this stage the focus should be on finding ways to build your list. At this point you are likely exhausting your network of people that can make warm referrals to you and you are starting to look elsewhere for a way to grow your suspect list to call. Soon the only thing holding you back from selling more is having more people to talk to.

‍ As you get more experience selling and a better understanding of who you are targeting, you will start to get more efficient at closing deals. Phase 2 - Marketing leads, founder selling A Phase 1 sales process typically looks like this: Also, importantly, you are learning how your prospects like to buy - do they have to get approval from purchasing? What person in the company has authority to do a deal? Are there legal hoops you might have to jump through? How would you qualify a prospect as one that is likely to move forward or not? Leads at this phase are usually coming from working your network for warm referrals. This stage is where you are perfecting your sales pitch and your demo. Founders will learn what works in their value proposition, what the typical objections are that might stall a deal and what really gets a prospect excited. That’s a good thing because there is still a lot to learn from interacting with customers. ‍ In this phase the founder is typically the person that does the “selling”. Here’s the phases most B2B SaaS companies should pass through and the risks at each step. In my experience, evolving from founder selling to building a sales team too quickly comes with a lot of risk that is easily avoided by making sure you are ready for each new phase in the evolution. The best way to move through this evolution is to relieve the congestion that naturally occurs in the sales funnel as it builds (and not before that).

sales process that involves a person talking to a prospect in order to close a deal), the sales process should evolve as the company grows.

For SaaS companies with a somewhat complicated sales model (i.e.