Sales For Founders on Smash Notes

Sales For Founders podcast.

December 28, 2019

Learn to sell, find your first paying customers and grow a successful business.

An interview series for (technical) founders who are fed up of building products nobody wants to buy...

Your host, Louis Nicholls, interviews the best founders and salespeople out there. You'll learn how they found their first customers and grew massively successful businesses.

With a focus on actionable insights from every area of sales.



Recently updated notes

Jeremy has a golden rules for entrepreneurship: don't build anything, sell first. Startup wisdom and the story of Jeremy's successes in failures, all in this episode.

Updated on August 16

Key points in this episode

In this episode of the podcast, your host Louis Nicholls sits down with Nick Davies, cofounder and CEO of Dentally.


Nick and his cofounder James cofounded Dentally - a B2B SaaS product for dental practices - straight out of university. And, although they're now running a successful business with 18 employees and millions of dollars in revenue, finding the first 100 customers for Dentally wasn't easy.


In today's episode, we'll dive into...



  • how Dentally found their first customers

  • how they struggled with - and overcame - slow initial growth to make it to where they are today

  • and how they’re handling sales during the COVID19 pandemic - when all of their customers’ businesses as closed!


If you have a question for Nick, reach him at nick[at]dentallyDOTco


Nick's favourite source of sales tips for founders with $10k MRR+ is over at the excellent Close blog


But check out our recent episode with Close team-member and sales specialist James Urie first!


--------------------


Finally, make sure to head over to SalesForFounders.com and sign up for actionable, free advice and templates on how to get good enough at sales to grow your own business.

---

Send in a voice message: https://anchor.fm/sales-for-founders/message

Key points in this episode

In this episode of the Sales for Founders podcast, your host Louis Nicholls sits down with a Sales for Founders course alumnus... Frank Breckner.


Frank was previously the cofounder of a VC-backed startup, Lavanda, and is now working on multiple new projects.


A few months ago, Frank started work on a new business, Finalytic. And he's already grown it to 5 figures in MRR by doing outbound sales.


In today's episode, we'll dive into...



  • how Frank made Finalytic's first sales (and came up with the idea)

  • how he's handling sales in an industry devastated by the COVID-19 pandemic

  • how Frank launched yet another SaaS tool, Growth-Hacking.io and grew it from nothing to $2k+ MRR in less than a week


... and much more!


You can find Frank on LinkedIn - or shoot him an email at frank@growth-hacking.io. 


And don't forget - you get 50% off of your very own Growth-Hacking.io account with discount code "S4F".


Finally, make sure to head over to SalesForFounders.com and sign up for actionable, free advice and templates on how to get good enough at sales to grow your own business.

---

Send in a voice message: https://anchor.fm/sales-for-founders/message

Key points in this episode

In this episode of the Sales for Founders podcast, your host Louis Nicholls sits down with Baird Hall.


Baird is a founder of two bootstrapped SaaS businesses: Waave.co and Zubtitle.


We dive into the story of how Baird used sales to grow both companies from zero to $50k+ MRR in just a few short years.


Including...



  • a real, inside look at what it took to make Wavve's first, tenth, and 50th sale

  • why most cold outreach fails, and how to make sure yours works

  • when (and how) to transition from outbound sales to inbound marketing


... and much more!


You can find Baird on Twitter at @BairdHall - or check out some of his amazing writing on entrepreneurship, sales and marketing at Lofi Ventures.




Finally, make sure to head over to SalesForFounders.com and sign up for actionable, free advice and templates on how to get good enough at sales to grow your own business.

---

Send in a voice message: https://anchor.fm/sales-for-founders/message

Key points in this episode

Today I’m chatting with Kristen Habacht. Kristen is one of the most successful salespeople I’ve ever met. From joining the sales team at Fog Creek, to basically building the sales department from scratch at Trello, and now killing it in her current role as global head of EDR sales at Atlassian - Kirsten has seen and been successful at every stage of sales in a company’s lifecycle.


In this episode, Kristen shares her advice on what founders *need* to know about a broad range of sales topics. Including enterprise sales tips, how and when to hire your first sales reps, and the positives (and negatives) of a freemium plan. 


You can find Kristen on Twitter or LinkedIn.




And don't forget - the Sales for Founders course opens for enrollment on the 10th of December!


If you’re interested in checking it out, don’t wait 'til then - sign up for the earlybird waitlist at salesforfounders.com today, and on the 3rd of December I’ll be sending out the only discounts I’ll ever give on the course - and spending an hour video chatting and answering your questions about the course, and sales or growth more generally!

---

Send in a voice message: https://anchor.fm/sales-for-founders/message

Key points in this episode

Pat Walls is founder of StarterStory.com and Trypigeon.co. You can also find Pat on Twitter @thepatwalls.

Key points in this episode

This week, your host Louis Nicholls sits down with Andrew Askins. 


Andrew is the cofounder and CEO of Krit - a technical agency that helps non-technical founders turn ideas into functioning products.


In a new format for the show, Andrew will walk us through his sales journey - from a failed startup attempt to a successful digital agency doing over $50k in monthly revenue.


If you’ve ever considered consulting, freelancing or even setting up your own agency, this episode is packed with great advice. We talk about cold emails, productising client qualification, and how the sales process has changed over time - from outbound to a more reliable, inbound approach.


You can find Andrew on Twitter, and don't forget to check out the Krit blog for some super useful insights into early stage product development. 

---

Send in a voice message: https://anchor.fm/sales-for-founders/message

Key points in this episode

This week, your host Louis Nicholls is joined by James Urie. And this episode is a bit different, because James isn’t a founder - he’s actually a full time salesperson.


But what made me even more excited for this episode is that James isn’t just any salesperson, he does sales at a SaaS company called Close, where he actually sells sales software to other sales teams!


So we’re going to get amazing insights into how a professional thinks about doing sales, advice on how and when to set up your CRM, and some awesome tips on using text messages to increase conversions.


You can find James on LinkedIn, shoot him an email at sales@close.com , and check out the awesome Close blog for tons of sales advice. 


And don't forget - the new Sales for Founders course launches in just a few weeks! 


So if you're thinking about learning enough sales to get from 0 to $10k in MRR, make sure to get your name on the waitlist for an earlybird discount...

Key points in this episode

In this episode of the Sales for Founders podcast, your host Louis Nicholls talks to Nat Eliason.


Nat is the founder of Growth Machine and cofounder of Cup & Leaf tea.


He's also an expert on search-focussed content marketing. So we take a break from talking about outbound sales, and focus on what early-stage founders need to know about SEO-related content marketing instead.


Covering listener questions and topics like...


- When to make your first sales hire


- How SEO and creating content can help you find a product idea to work on


- What to do if you aren't a great copywriter


- ... and much more!




You can find Nat at NatEliason.com or on Twitter at @NatEliason.

Key points in this episode

In this episode, your host Louis Nicholls sits down with multiple-time founder, YCombinator alumnus and author of 'The Mom Test' - Rob Fitzpatrick.


Rob's book is hands down the best resource on how to do customer discovery. It's full of actionable advice on how to talk to customers and learn if your business is a good idea - even when everyone is lying to you.


It's also compulsory reading for S4F course participants, and everyone who takes the course gets a copy included.


In our chat, Rob explains... 



  • how to talk to customers and come up with a viable product idea

  • how to close your first sale

  • how to get people to talk to you in the first place


... and much more, including listener questions.


You can find Rob at RobFitz.com and get the book here.

Key points in this episode

How to write cold emails when you don't have a product to sell yet and how to avoid the most common cold email mistakes founders make.

Key points in this episode

This week we shake things up on the podcast!


Instead of an interview, we spontaneously recorded one of the office hours sessions with a founder who is currently taking the Sales for Founders course.


Listen along as Gabriel Perez, founder of Peerfeedback.io, walks Louis through his current challenges and progress.


We touch on some great cold email strategies, how to make the most out of Gabriel's first conference, and do a deep dive on the first draft of Gabriel's case study.


You can find Gabriel online at Peerfeedback.io - and early bird enrollment for the Sales for Founders course is opening up again soon, so get yourself on the waitlist now to secure your earlybird discount! 

Key points in this episode

This week, Louis interviews friend of the show Manuel Frigerio, founder of ReferralHero.


Manuel bootstrapped ReferralHero, a referral marketing platform, to about $20k MRR. And on the show he shares...


- How he found his first customers for ReferralHero


- Whether your business should even bother setting up a referral program


- And, if so, how to do it well...


You can find Manuel on Twitter at @mnlfrgr and check out the excellent knowledge base over at ReferralHero.com/Academy.


Finally, if you want to give ReferralHero a try, don't forget that you get 20% off the first 3 months with coupon code "s4f"!

Key points in this episode

This week, your host Louis Nicholls interviews Corey Haines, head of growth at Baremetrics.


Corey switches between sales and marketing every day. So he's learned some super useful lessons about how to take the best of sales and grow your business by doing things that don't scale.


Today, Corey shares his top 4 actionable tips.


You can find Corey at @coreyhainesco on Twitter, and Baremetrics.com.


For a list of the best demo/sales questions you aren't asking (but should be), head on over to www.salesforfounders.com/questions




 

Key points in this episode

This week we've delivered a special bonus episode with a slightly different focus than normal.


Inspired by Justin Jackson's article on 'the myth of the niche market', your host Louis Nicholls has a conversation about the pros and cons of targeting a niche market, with accomplished bootstrapped founder and investor Tyler Tringas. 


Tyler previously founded and bootstrapped Storemapper.co to $50k+ MRR, before starting Earnest Capital - a fund dedicated to investing in bootstrapped startups with a win-win, founder-friendly focus and great founder-alignment.


You can find Tyler on Twitter at @tylertringas and Justin Jackson's article that inspired the episode is over at https://justinjackson.ca/niche


We'll be back to regular, sales-based interviews from next Tuesday!

Key points in this episode

This week, your host Louis Nicholls interviews Stephanie Hurlburt, cofounder of Binomial.info. 


We go in depth on learning sales as a technical founder, winning large B2B contracts and much, much more!


You can find Stephanie at stephaniehurlburt.com or on Twitter at twitter.com/sehurlburt


The article Stephanie mentions by Jason Fried is here: m.signalvnoise.com/dont-let-anyone-overpay-you/


--


PS: The next Sales For Founders course closes THIS SUNDAY! If you're fed up of not running your own profitable business, head over to SalesForFounders.com and sign up to get your exclusive earlybird discount and spot on the waitlist NOW!

Key points in this episode

This week, your host Louis Nicholls interviews Dani Mancini.


Dani is an expert copywriter and the solo founder of Scribly.io - a productised copywriting service which she grew from nothing to tens of thousands of dollars revenue in just a few months.


There’s a load of great, actionable advice in today’s interview.



  • We talk about finding your first customers

  • About how to deal with burnout and the stress of being a founder

  • And you’ll get some awesome copywriting tips to improve your emails and landing pages


You can find Dani on Twitter @dani_scribly and check out her blog on copywriting.


Finally, don't forget you get an exclusive 25% discount off all copywriting services as an S4F listener... just mention the Sales For Founders podcast when you get in touch with the Scribly.io team. 


------


PS: The next Sales For Founders course opens soon. If you're fed up of not running your own profitable business, head over to SalesForFounders.com and sign up to get your exclusive earlybird discount and spot on the waitlist NOW!

Key points in this episode

This week I interview Mark Fershteyn, founder of Recapped.io .


Mark has years of sales experience are recently founded his own SaaS company - helping B2B sales teams close more deals faster, with better follow-ups.


We go into detail on mistakes you'll make on your first sales calls, how to handle customer objections, and much, much more.


You can find Mark on Twitter at @markfersh and don't forget to check out Recapped.io to boost your sales game - SalesForFounders listeners get an exclusive 15% lifetime discount with the code SALESFORFOUNDERS

Key points in this episode

Lynne Tye, founder of KeyValues.com shares how she learned sales on the job - and grew her project into a profitable 6-figure business helping developers find engineering teams that share their values.


You can find Lynne on Twitter (@lynnetye) or search for her recent episode of the Indie Hackers podcast, where she talks more about the non-sales side of Key:Values.

Key points in this episode


0:00
0:00