When Sales Isn’t Just Selling: Advice for Founders in Early Markets

a16z.com

But sales isn’t about selling product to whomever you can convince to buy it. It’s not even about selling to customers who think it’s a good idea and will pay for it. Sales in early markets should be about finding the few right customers who want it badly enough, so that they have the internal fortitude to work with a startup, put an unproven product into production, and weather the inevitable hiccups along the way. This amounts to customers that are strategically aligned with the vision of the company and the product.

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