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Sales

Early Startup Sales

Early Startup Sales is part of our Engineering Career Leveling Framework. Explore next steps in your career from this industry-standard model.

  1. Curated Learning Resources

    • Airbnb logo
      How today's fastest growing B2B businesses found their first ten customers

      Lenny Rachitsky, Product Lead, Supply Growth, Airbnb

    • Atrium logo
      Founding Sales: The Early Stage Go-to-Market Handbook

      Peter Kazanjy, Co-Founder, Atrium

      Peter's book covers 12 chapters: 1. Mindset Changes in First-time Sales Professionals 2. Baking Your Narrative & Product Marketing Basics 3. Sales Materials Basics—What You Need to Sell & How to Build It 4. Early Prospecting—Finding Your First Customers 5. Prospect Outreach and Demo Appointment Setting 6. Early Inbound Lead Capture & Response 7. Pitching—Preparation, Presentation, Demos, & Objections 8. Down Funnel Selling—Negotiation, Closing, & Pipeline Management 9. Customer Success Basics—Implementation, Ongoing Success, & Renewals 10. Early Sales Management & Scaling Concepts 11. High-Impact Sales Hiring 12. High-Impact Sales Onboarding & Training