3min chapter

Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)

Lenny's Podcast: Product | Growth | Career

notes

CHAPTER

Is There a Better Way to Get Better at B2B Sales?

ICP stands for ideal customer profile. And actually it's important to kind of think about there's two things in a B2B sales motion. There's like the account, the characteristics of the company that's going to buy. And then there's the characteristics of human and the personas that you're going to be interacting with.

00:00

Transcript

Episode notes

Pete Kazanjy is the author of Founding Sales: The Early Stage Go-to-Market Handbook and the founder of Modern Sales Pros, an invite-only peer learning community focused on sales operations and sales leadership. He’s also the co-founder of Atrium, a B2B SaaS company that provides data-driven sales solutions. Pete got his start in product at VMware and then dove deep into the art and science of sales. In today’s episode, we talk about the importance of founder-led sales and how to methodically scale a sales department. He explains the difference between old-school sales and modern sales, which focuses on human connection and solving problems for customers. He also shares actionable tips to improve your sales technique and explains how to use data to monitor your success at different milestones in the sales process.

—

Find the full transcript here: https://www.lennysnewsletter.com/p/founder-led-sales-pete-kazanjy-founding

—

Thank you to our wonderful sponsors for supporting this podcast:

• Vanta—Automate compliance. Simplify security: https://vanta.com/lenny

• Flatfile—A CSV importer that says yes instead of error: mismatch: https://www.flatfile.com/lenny

• Merge—A single API to add hundreds of integrations into your app: http://merge.dev/lenny

—

Where to find Pete:

• Twitter: https://twitter.com/Kazanjy

• LinkedIn: https://www.linkedin.com/in/kazanjy/

• Website: https://kazanjy.svbtle.com/