Founding Sales: The Early Stage Go-to-Market Handbook

by Peter R Kazanjy

This book is specifically targeted for founders who find themselves at the point where they need to transition into a selling role. Specifically founders who are leading organizations that have a B2B, direct sales model that involves sales professionals engaging in verbal, commercial conversations with buyers. Moreover, many examples in this book will be targeted specifically to the realm of B2B SAAS software, and specifically as regards new, potentially innovative or disruptive offerings that are being brought to market for the first time. 

In short, direct sales of the sort a B2B SAAS software startup would engage in.

With that said, if you are looking to be a first time salesperson, transitioning in from another type of role, or fresh out of school, in an organization that meets those characteristics above, you will get value out of this book.

Similarly, if you are a first time sales manager, either of the founder type, or a sales individual contributor who is transitioning into that role, again, in an organization who meets the criteria above, you will also get value from this book. 

Genres: Business, Startup, Entrepreneurship

636 pages, Kindle Edition

Published December 8, 2020

Reviews

[Gonzalo Baquero Sanz · Rating 5 out of 5]

Great book for first-time founders and people starting in a sales role. So tactical

[Ryan · Rating 4 out of 5]

Although the audio was suboptimal, the content was extremely tactical and just what I was looking for.

[Cam Sullivan · Rating 4 out of 5]

First read of many; I’ll definitely come back to re-read certain chapters. So dense. This book is helpful by providing anecdotal data on how to approach common early-stage startup challenges.

[M · Rating 3 out of 5]

This book is outdated and helpful for a bygone era, but unfortunately is out of touch with tools currently available. Lots of what’s in here can be done much faster.
Nots to say it’s not valuable, for the technical only founder, it’s worth a read, but this is no bible