Startup Founders Need a New Sales Playbook

Technology founders are trying to sell in markets that are far more crowded, skeptical, and fast-moving than the environments traditional sales playbooks were designed for. Drawing on interviews with more than 250 founders worldwide, we argue that many startups mistake customer curiosity for genuine buying intent, leading them to misdiagnose product-market fit, pursue overly broad markets, and hire sales teams prematurely. We propose a framework—we call it SPRINT—to help founders reduce buyer uncertainty by building credibility quickly, focusing narrowly, proving measurable outcomes, and creating trust in noisy AI-driven markets.

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