Make It Happen Mondays - B2B Sales Talk with John Barrows Zoltan Vardy: The Brutal Truth About Tech Founders and Sales
Jul 21, 2025
Zoltan Vardy, a B2B sales advisor with over $2 billion in closed sales, shares invaluable insights for tech founders. He reveals why many founders view sales as a necessary evil and how that mindset can doom startups. Zoltan emphasizes the importance of understanding customer needs and refining problem-solving skills. He discusses the pitfalls of trying to cater to everyone and highlights the role of passion in entrepreneurship. Additionally, he navigates the challenges posed by AI in sales, urging founders to embrace client-centric approaches.
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Founders' Misconception About Sales
- Many founders mistakenly believe sales is unnecessary because their product is so good it will sell itself.
- However, successful sales involve iterative customer engagement until product-market fit is found.
Passion Drives Problem-Solving
- A startup founder created an app to assess tree health, solving an unknown problem and building a business around it.
- His passion for the problem motivated sustained efforts resulting in real success.
Focus Your Sales Strategy
- Define a clear problem, specify your target customers, and articulate your unique competitive advantage.
- Avoid being a 'product looking for a problem' or trying to serve everyone.
