Category: Sales Execution
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TL;DR Hiring your first sales rep isn’t just about freeing yourself up—it’s a litmus test of how repeatable, transferable, and structured your go-to-market system really is. Do it wrong and you will be telling the story of your first sales hire mistakes. Most founders fail by hiring too early, too vaguely, or without a playbook.…
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Intro Founder storytelling is paramount, but before I understood good, strategic storytelling, I tried everything else. At Qv21, I built out a Challenger-style sales process—complete with reframes, insight pitches, and structured talk tracks. It worked… sometimes. But too often, the insight fell flat. It felt like I was giving a TED Talk to buyers who…
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People like to buy—but they hate to be sold.That truth is what makes a discovery call fail before they even start. Instead of a conversation, reps run through a checklist. Instead of uncovering motivation, they manufacture pain. And instead of guiding buyers, they push them—right into silence or objections. But it doesn’t have to be…