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.
Just as it was when you were converging on a hiring profile for your reps, itβs important to understand the difference between varying candidate characteristics, and what is stage-appropriate for your organization. People throw around the term βVP of Salesβ quite a bit (and boy, people LOVE to spill it all over LinkedIn profiles), but please be clear about what youβre actually hiring for.