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.
βcautionβIf you donβt do a good job reminding customers of their successes, the opposite can happen. Youβll miss out on upsell opportunities, as no one is clear on why your solution is a great investment. Youβll miss out on word of mouth because your decision-makers and users arenβt armed to advance those arguments for you. And youβll leave yourself wide open for competitors to come in, making a case that their solutions can provide more value. Not good.