The Science of Scaling How to Move from Founder Selling to Scaling a Sales Team w/ Jonathan Anguelov (Co-Founder, Aircall)
Aug 30, 2023
Jonathan Anguelov, co-founder of Aircall, discusses the transition from founder selling to scaling a sales team. Topics include early sales responsibilities, adaptive learning in outreach, selling on value vs product, and the importance of reviewing sales calls as a company.
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Founder Scraped Leads To $10K MRR
- Jonathan built a CRM and manually scraped websites to create a list of 1,500 companies and 3,000 contacts.
- He cold-called and emailed that list and reached $10K MRR in three months by practicing relentlessly.
Personalize Outreach Like A Consultant
- Personalize outreach based on real, specific signals from a prospect's website or setup.
- Position yourself as a helpful consultant who uncovers a pain before pitching a product.
Do Precise Calls Over High Volume
- Require reps to contact the right decision maker and follow a structured script during calls.
- Prefer 30–40 highly precise calls a day over massive volume of unqualified outreach.