At birth, B2B startups are faith-based initiatives. Founders think they know their market & early customers. They think they’re tackling a mission-critical business problem. They think their solution delivers adequate value (that customers will actually pay for). They also think outbound sales will be an effective & scalable means by which to find & deliver value to customers.
… and they might be right, but (unfortunately for startup teams) here’s what usually happens: these bright-eyed and bushy-tailed founders go-to-market & realize that Mike Tyson got it right:
Everybody has a plan until they get punched in the mouth.
– Mike Tyson
Here’s the deal: Before your startup even thinks of “stepping-on-the-gas” and scaling into an exit or IPO, you NEED to test & verify the hidden assumptions in your early outbound sales process.
- Learn what the hidden assumptions are,
- How to test and “verify” them, and
- How to build a truly scalable & repeatable sales process (so you never get you caught with your pants down when you go-to-market).