Introducing professional sales staff too early can be detrimental. Founders need to first develop a deep understanding of customer needs and refine their sales narrative. Kazanjy warns, 'Sales professionals are in the business of taking a known-good solution, and taking it to market, in a repeatable scalable way.' Founders should delay hiring sales professionals until they have established a robust sales narrative and an understanding of their market. | Peter R Kazanjy | Founding Sales

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Avoid Premature Professionalization of Sales

Introducing professional sales staff too early can be detrimental. Founders need to first develop a deep understanding of customer needs and refine their sales narrative. Kazanjy warns, 'Sales professionals are in the business of taking a known-good solution, and taking it to market, in a repeatable scalable way.' Founders should delay hiring sales professionals until they have established a robust sales narrative and an understanding of their market.

-- Peter R Kazanjy