Founder-Led Sales Stories with Pete Kazanjy - Startup Sales Expertise From Founders Who've Done It
Join Pete Kazanjy, author of Founding Sales, in conversation with a who's who of founders who have successfully completed their founder-led sales journeys. Founder-Led Sales Stories is where founders who have successfully completed their founder led selling journey (recently!) share their stories with those who are still in the middle of it! The better to help learn from their successes and avoid their mistakes.
Episodes
Join Pete in conversation with Lukas Biewald, Co-Founder of Weights & Biases, the AI developer platform recently acquired by CoreWeave.
Lukas and Pete dig into the fascinating journey of how W&B turned a "too niche" product into a must-have platform for AI engineers worldwide. Lukas shares his unconventional approach to finding their initial product (teaching AI classes to make extra money!), their brilliantly snea...
Join Pete in conversation with Rohan Suri, Co-Founder of Nooks, the AI pipeline generation platform that helps sales teams dial faster, coach better, and build targeted prospect lists.
Pete and Rohan dive into how Nooks pivoted from a Stanford student project to sales tech powerhouse by "following the heat" of customer usage. You'll hear about their game-changing trial-based sales motion that doubled as product feedbac...
UserEvidence: MarTech Category Creation and Mountain Town Sales Teams with Evan Huck of UserEvidence
Join Pete in conversation with Evan Huck, Co-Founder and CEO of UserEvidence, the customer evidence platform helping B2B tech companies prove their value with compelling customer stories.
Pete and Evan dive into Evan's "community thought leadership" approach that landed their first big logos, his "perfect discrimination" pricing strategy (charging exactly what each customer could bear), and how he built a...
Join Pete in conversation with Sai Guduguntla and Atul Raghunathan, Co-Founders of Hyperbound, makers of AI role-play software that's revolutionizing how large sales teams train and onboard.
Sai and Atul share their wild journey from AI engineers with zero sales experience to closing 40 enterprise customers in just 11 months. They accidentally built their product to train themselves first, then realized every sales org needed th...
Join Pete in conversation with Matt Pasternack, Founder of Once, who's built a $2M+ ARR company selling high-ticket reading intervention programs to the nation's largest school districts.
Matt reveals how he navigated the high-stakes education sales landscape by creating artificial compelling events through academic research partnerships - an ingenious approach that generated a 10% positive response rate from typically unres...
Join Pete in conversation with Steijn Pelle, Co-Founder and CEO of Lassie, the AI healthcare admin worker transforming how doctors run their practices.
Steijn and Pete dig into Lassie's fascinating journey from Steijn literally working in his dentist's back office to building a company on track for $100M ARR within a year. They cover Lassie's crazy commitment to product quality (they actually flew to 100+ dental offices ...
Join Pete in conversation with Shannon Goggin, Co-Founder and CEO of Noyo, the infrastructure company revolutionizing employee benefits data exchange.
Shannon shares her journey from "terrified of sales" product manager to closing seven-figure enterprise deals with insurance giants like UnitedHealthcare (which took 6 years from first contact to close!).
Pete and Shannon dig into Noyo's brilliant cold-start solution for their two-side...
Join Pete in conversation with Marty Kausas, Co-Founder and CEO of Pylon, the Modern B2B Support platform.
Marty and Pete discuss Pylon's unique "Slack-based sale," Marty's early "Anti-sale sale", and Pylon's wild success at "Founder-Led LinkedIn Content" pipeline generation.
Marty's successful founder-led sales efforts powered Pylon to north of 100 customers and millions of ARR before hiring additional sales staff. All of which pow...
Join Pete in conversation with Karl Hanson, Co-Founder of Tonic, makers of synthetic data solutions for software and AI development! (The "Fake Data Company"! Lol!)
Karl and Pete discuss the ins and outs of a "top down" dev-tool founder-led sales motion (very much not product led), and the implications of this.
Karl also talks about how he grew to appreciate the "craft" of sales over time, the secret to charging for pilots, how they ...
Join Pete in conversation with Karun Kaushik, Delve's Co-Founder and CEO.
Pete and Karun talk about "Selling to your uncle", first-principles sales motion evolution, systematizing growth hacks and more.
Delve's amazing growth from two MIT dropouts to hundreds of customers, millions in ARR, and a $32m Series A has lessons for everyone on their founder-led sales journey.
More on Delve here: https://delve.co/
Sales motion details: Autom...
Join Pete in conversation with Varunram "VG" Ganesh, Warp's founding seller, discussing high velocity sales into the startup market.
Pete and VG discuss how Twitter can be leveraged for problem validation, "inbound", and a source of outbound targets, with many more topics.
Sales motion details: Payroll software, Pre-seed, Seed, Series A targets, founder buyer persona, $5k average selling price, 30 day deal cycle.
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