This episode of the Live Better Seller Better Podcast features Wayne Morris, 2x CRO, 4x sales leader, consultant, advisor, and coach, who has made 2 successful $150M exits.

Wayne discusses the 3 milestones every founder needs to establish product market fit. He then stresses the need to document, not just for the sake of founders, but also to facilitate better hiring processes which will come very soon.

Depending on the type of founder, they can be their company's very first sales person too. There are multiple other reasons why founder-led sales is effective, but there is also a need to develop leaders so they can manage their growing sales team as well.

HIGHLIGHTS

• Product market fit: Hypothesis, beta testing, move to a paid model
• Document everything to facilitate good hiring
• How to hire your first sales person
• Training leaders to manage their sales people

QUOTES

Wayne: "I'm trying to get to the real core of what their challenges are today in order to make sure that what I'm developing is going to impact that. It just cannot be peripheral. It has to be core."

Wayne: "This hire, I'm expecting them to basically have 2 or 3 sales people who are coming in behind them, and I'm expecting them to really take the reins off me. So I'm selling that person hard on the future value of the company."

Wayne: "9 times out of 10, it's just about give them the confidence they're not going to get fired, give them the confidence that you're going to be there for them, give them the confidence that we can work through this."

You can find out more about Wayne in the links below:

• LinkedIn: https://www.linkedin.com/in/waynemorris/
• Website: https://waynemorris.co/
• Newsletter: https://waynemorris.me/