Founding Sales
by Pete Kazanjy · first published 2020
89% recommend11% neutral
Why HN recommends it
A practical, detailed guide to landing your first customers and building a sales process at early-stage startups. Written by a tech founder for founders, it covers every step without hand-waving.
Summarised by Claude from recommending comments
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…Identify/Implicate the pain, Champion). That's a known sales framework - Michael Dearing on Pricing https://web.archive.org/web/20160318134158/https://www.heavy... - "Predictable Revenue" - Aaron Ross - "Founding Sales" - Peter Kazanjy (I haven't read that one but I've heard good things) - "When software and people mix" - Gail Goodman - Business of software 2012 (https://vimeo.com/54076835) - "Designing the Ideal…
on “Ask HN: Book recommendations to improve XFN and engineering leadership as an IC” ↗Peter Kazanjy's "Founding Sales" is a good resource for figuring out how to get those initial customers and all the steps involved with it. I am halfway through it and really appreciate all the details it provides and doesn't hand wave…
on “Ask HN: Finding reference customers for a SaaS product” ↗Yes, +1 for Founding Sales. It’s super useful and comprehensive. Pete Kazanjy (the author) is a great guy and is very knowledgeable and helpful. (I am the CEO of Sourcegraph, an enterprise software company, and Pete’s advice has…
on “Show HN: Sales for Founders” ↗You should take a look at "Founding Sales: The Early-Stage Go-To-Market Handbook"[0] by Pete Kazanjy. I haven't read the book myself, but I know some of the other books Holloway has published are high quality and filled with great advice. Disclaimer:…
on “Ask HN: How to Sell Software?” ↗Check out “Founding Sales” by Pete Kazanjy. It’s written for people in your exact situation and 99% of it is available for free online.
on “Ask HN: How to learn sales?” ↗…to me; and I have suggested to quite a few founders. I found some topics to be dated but the overall content is simple to digest and easy to follow. Also, Marketing and Sales are two different beast. Founding Sales, https://www.foundingsales.com by Pete Kazanjy (I think he is here on HN too.)
on “Ask HN: How to learn to sell?” ↗For enterprise sales, definitely Founding Sales by Kazanjy and the entrepid how to sell guide. (Foundingsales.com + https://www.entrepidpartners.com/how-to-sell-guide). I’d probably say start with a quick read through of the entrepid one to get an…
on “Ask HN: Best Getting Started with Sales Book?” ↗Get Founding Sales by Pete Kazanjy (https://www.foundingsales.com/). It's written by a tech founder for founders, and he also runs some popular events and forums for the startup community.
on “Ask HN: Any good essays/books/advice about software sales?” ↗I wanted to listen to the audio version of "Founding Sales: The Early Stage Go-To-Market Handbook by Peter R Kazanjy." But I couldn't find an audible version so a friend and I downloaded an ePub version of it and converted it to audio using Microsoft's txt to…
on “Ask HN: Most interesting tech you built for just yourself?” ↗