Key Take-Aways

Define your core value: Focus on the emotional benefit, not technical features. You're selling outcomes, not technology.

Know your audience: Map all stakeholders in the buying process and understand their distinct motivations.

Partner with early customers: Treat first implementations as collaborative partnerships with clear success metrics.

Structure your approach: Separate awareness and conversion content; follow a consistent sales call format.

Systematize follow-ups: Implement a CRM from day one to ensure consistent outreach.

Hire strategically: Understand your own sales process before bringing on dedicated sales staff with industry connections.