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Traction: A Startup Guide to Getting Customers by Justin Mares, Gabriel Weinberg

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CHAPTER 18

Sales

Sales is the process of generating leads, qualifying them, and converting them into paying customers. This channel is particularly useful for products that require interpersonal interaction before a purchase (often enterprise and expensive ones). That’s because hand-holding prospects can be necessary to turn prospects into real customers. One effective way to do that is via sales.

Scaling this traction channel requires you to design and implement a repeatable sales model. We also cover how to get those first few customers, build your sales funnel, and tactics you can use in common sales situations like cold calling.

Closing First Customers

For consumer products, your first customers will likely come through channels other than ...

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