How to Hire a First Enterprise Salesperson

The ECBs are a great example of this, which is I've seen countless examples where founders who've essentially got really excited about an idea developed a product and buy Senate idea that they go take to customers. And what they realized is they hadn't bought through necessarily like the value created relative to value captured piece of this. It sometimes then forces you to sacrifice with that short tip of the sphere was that was actually bringing it to the end in the first place.