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?

Links from the Show:

• Pete Kazanjy (@Kazanjy) I Twitter
• Atrium
• Founding Sales
• Modern Sales Pros
• Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices of Salesforce.com
• The Lean Startup 
• The Startup Owner’s Manual 
• ElevenLabs Prime Voice AI 
• MicroConf US 
• SaaS Playbook

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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