What if hiring your first sales rep is the move that quietly kills your best deals?
Joel Miller has run The Sky Floor for seventeen years without a VC, retains clients for years, and refuses to hand his prospecting calls to a hire — and he can prove why. In this episode, Stephanie Hayes and Chris Franks dig into the authority a founder carries that a rep cannot replicate, the moment selling stops being a tax and becomes a translation layer, and the modern playbook where the seller's job is to coach a buyer, not pitch one. They unpack the founders who genuinely should not be in front of a customer, why the EQ-versus-IQ math flips at the senior level, and the disqualifying question that turns a sales call into a fit test in twenty minutes. If selling feels uncomfortable and the instinct is to outsource it, this conversation rewires the instinct.
Keywords: founder-led sales, founder sales, when to hire sales rep, consultative selling, B2B sales, sales discovery, EQ in business, founder skills, sales coaching, Joel Miller
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