Youβre reading an excerpt of Founding Sales: The Early-Stage Go-To-Market Handbook, a book by Pete Kazanjy. The most in-depth, tactical handbook ever written for early-stage B2B sales, it distills early sales first principles and teaches the skills required, from being a founder selling to being an early salesperson and a sales leader. Purchase the book to support the author and the ad-free Holloway reading experience. You get instant digital access, commentary and future updates, and a high-quality PDF download.
There are all kinds of benefits to instrumenting and capturing success signifiers. But you canβt forget to reflect this customer success information back to the customers themselves. That might sound a little weirdβif theyβre having success, youβd think theyβd know, right? No! Customers are super busy, use dozens of tools, and have all kinds of competing vendors whispering in their ears that their software would provide a better, faster, smarter solution than yours. You need to do a good job of documenting and reflecting back the success your customers are having, so itβs super clear that theyβre getting that all-important ROI.