Get the latest tech news

The buyer-pull and seller-push theories of sales

And 11 signs you've got it backwards

And in every single founder’s call, I find the same foundational error playing out in a thousand different ways. This is easy to nod along to but extremely difficult to embrace, because we are so hard-wired to think “sales is about convincing” that it infects how we approach every aspect of our startup. If you find yourself walking them through multiple screens and features, you’re approaching the demo as a way to convince them it works and is valuable.

Get the Android app