In episode 649, Rob Walling chats with Pete Kazanjy about his book Founding Sales, which is designed to help SaaS founders learn how to sell as well as how to hire and scale sales. We cover a lot, including objection handling, how to ask for the sale, and mindset shifts you need to make when learning how to sell.

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Topics we cover:

3:53 - Overview of Founding Sales
7:54 - Growing TalentBin to $6M ARR
10:28 - What Pete is working on today with Atrium
12:28 - Mindset changes when doing sales for the first time
19:26 - Speed vs. production value for sales materials
22:46 - Handling objections
26:50 - Asking for the sale
31:03 - Relentless execution
32:15 - What sets good sales reps apart from those that struggle?

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If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you.

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