Chapter 1: Mindset changes for first time sales professionals
One of the biggest things to adjust to when approaching sales for the first time is the often counterintuitive shift required to your mindset.
This is especially true for founders with a background in non-sales disciplines like engineering, product management, finance, or even marketing.
Chapter Overview
Be Direct and Get Down to Business
Build Many Shallow Relationships
Assume the Sale Is Inevitable, and It Just Might Be
Expect to Win, but Be Unfazed by Rejection
Record Everything—But Efficiently
Be Expert and Authoritative. It Begets Fearlessness
Make Yourself at Home in a Glass House
Mindsets That Build on Each Other
Most relevant during:
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
