All stages
💼Stage 07
Sales & Go-to-Market
Close revenue and scale B2B accounts.
7 lessons15 operating guides
Lessons
Expand any topic for concept, action steps, and pro tips.
Concept
B2B SaaS Sales Fundamentals: sales is structured empathy plus pipeline math. Pipeline coverage and stage conversion beat heroic one-off closes.
Why it matters
Without a repeatable motion, revenue is random and fundraising stories fall apart.
Action steps
- 1Define ICP and disqualifiers; refuse bad-fit demos.
- 2Write a multi-touch sequence with a clear CTA.
- 3Instrument stages: lead to meeting to proposal to close with reasons lost.
- 4Do 10 discovery calls before optimizing the deck.
- 5Create a one-page mutual action plan for serious deals.
- 6Review pipeline weekly: next step and date on every open opportunity.
Done when
You have a documented motion that produces meetings without founder heroics every time.
Metrics
- · Meetings booked per week
- · Stage conversion %
- · Win rate
- · Sales cycle days
Anti-patterns
- · Spray-and-pray outbound
- · Demo before discovery
- · Discounting as the only close
Operator tip
Sell the problem and ROI, not features.
Tools
HubSpot / AttioLinkedInNotion CRMCal.com
Stage quiz
sales readiness (fundamentals baseline)
5 questions · pass at 70%
1.A startup is best described as:
2.The best early focus is usually:
3.Co-founder equity should typically include:
4.An MVP primarily tests:
5.A strong PMF signal is:
Answer all questions to score.