B2B sales for founders: a step-by-step guide

Go-to-Market Models

1. Challenges and outcomes
2. The different GTM Models
3. Designing your GTM Model

Building the right Sales team

1. Challenges and outcomes
2. Roles and specialisation
3. Support ratio
4. When to hire whom
5. Sales team structures

Hiring sales

1. Challenges and outcomes
2. Hiring Sales in the GTM phase
3. Compensation and incentives

Customer acquisition process

1. Challenges and outcomes
2. Pipeline, process, and funnel
3. Template: sales pipeline stages and qualification criteria
4. Defining the right process

Sales methodology

1. Challenges and outcomes
2. Common sales methodologies
3. Frameworks for discovery, qualification, and closing
4. Sales playbooks

Sales performance

1. The most important sales metrics
2. Pipeline management and forecasting
3. Sales cadence and meetings
4. The pipeline review meeting
5. The forecast meeting
6. Template: Forecast progression report
7. Template: Pipeline progression report