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The Ultimate Start-Up Guide by Carol Broadbent, Tom Hogan

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17

Sales 101 (Early Stage)

SHERYL SANDBERG, COO, FACEBOOK

IF YOU’RE OFFERED A SEAT ON A ROCKET SHIP, DON’T ASK WHAT SEAT. JUST GET ON.

CROWDED OCEAN

IN START-UPS, EVERYONE’S SELLING THOSE FIRST TWO YEARS. EVERYONE, INCLUDING THE OFFICE MANAGER.

SALES. THERE IS NOTHING MORE CRITICAL to your early success. And, if you’re like most founders, there’s nothing more foreign to your DNA. You’re most likely a product or technology or design genius (or else how could you have attracted the team and initial funding that you did), or even a bit of a marketing savant (rare in a founder), but up until now you’ve probably viewed sales with a combination of distrust, distaste, and mystery. You don’t know what exactly salespeople do, but you know they’re necessary ...

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