Founders obsess over product details: features, UX, performance, reliability, and documentation. Now imagine applying that same intensity to sales and go-to-market.
Technical founders sometimes have an aversion to investing in go-to-market and sales, believing that the best products sell themselves — but that’s not the case. And it’s especially true now that we’ve entered the enterprise adoption era of crypto. So building an effective enterprise sales organization is one of the most powerful motions for scaling a company after finding product-market fit. A world-class sales team can be just as important and effective as an outstanding engineering team, and it can unlock new levels of growth and operational excellence that competitors can’t replicate.
It can also be surprisingly exciting and satisfying — even for deeply technical, product-oriented founders — to build a sales organization. The reason is simple: success here is tangible and metrics-driven. You can literally count the number of marquee account wins and losses, see how this translates into increased revenue, and quickly separate the 100x performers from the also-rans.
Here’s a step-by-step playbook to help you build a world-class enterprise sales organization.
