Founder-led sales and customer discovery
Learn from the market faster, with every conversation in writing.
In the early days the founder does the selling, and that's how it should be: nobody knows the problem better or can change the product based on what they hear on a call. The risk isn't that the founder sells. It's that every conversation stays in a notebook, that the idea of who to sell to changes every week without anyone writing it down, and that the calendar depends on a personal network that runs dry before you have learned enough.
We help founders at this stage turn customer discovery into a process: a written ICP hypothesis that can be tested, a value proposition put to the test in every conversation and a steady flow of conversations with accounts that fit, so you learn from the market and not just from your inner circle.
It looks fine from the outside. Inside, it looks like this.
- [01]
Target accounts are picked by size and sector, with no check for a trigger that would push them to buy now
- [02]
First meetings demo the solution before anyone understands the problem, and the seller talks more than the buyer
- [03]
The message changes from one conversation to the next, and nobody knows which works best because it isn't measured
- [04]
When a deal is lost, nobody logs the loss reason or reviews it afterwards
- [05]
Meetings come from the founder's network, and the network is running dry
There's no ready-made playbook for this. We'll build it with you.
What usually fits this situation
At this stage there's no sales process to audit yet, and you already know what's missing: writing down who you sell to and talking to more accounts that match. So we don't start with the RevOps & GTM Diagnostic here; it comes once there's a process to look at. What usually fits best:
From a client project: 19 leads and 11 meetings in 4 weeks
After · Workplace social wellness
“Working with Guille means going from trying to sell to having a system that helps you sell. We defined the ICP and built a strategy around the right profile, without wasting time. He is very action-oriented and fast. The result? Lots of meetings that are already turning into business. In the end, that's what it's for: selling more, and selling better.”
- Leads generated
- 19
- Meetings booked
- 11
Here's what we look for before a call.
A different situation? See the other situations →
Every conversation with the market should teach you something.
We'll look at who you're talking to today and how to start the conversations you're missing.
30 minutes, no sales pressure.