Make It Happen Mondays - B2B Sales Talk with John Barrows Monica Stewart: Escaping Founder Sales Survival Mode
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Jul 28, 2025 
Monica Stewart, an expert in helping B2B SaaS founders escape survival mode, shares insights from her extensive experience generating $25M+ in revenue. She discusses common misconceptions about sales that hinder growth, especially among technical founders. Monica emphasizes the need for structured processes and challenges traditional sales methodologies. The conversation also highlights how shifting belief systems and embracing AI can revolutionize founder-led sales. Prepare for thought-provoking strategies to scale your business effectively!
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Unique Door-to-Door Fundraising
- Monica Stewart sold magazines door to door and did nonprofit fundraising by knocking on doors in New York.
- She pioneered going into Manhattan apartment buildings for fundraising, becoming the top office in the country with this approach.
Founders Overestimate Sales Ease
- Founders often overestimate how easy sales is because they close early deals with charisma but no scalable process.
- This causes difficulties later when professional salespeople need structured processes to succeed.
Assess and Build Sales Maturity
- Assess your go-to-market maturity relative to your company stage before scaling sales.
- Break sales into components like ICP, sales process, and post-sales; fix weak areas before hiring a VP of sales.
