In episode 649, Rob Walling chats with Pete Kazanjy about his book Founding Sales, which is designed to help SaaS founders learn how to sell as well as how to hire and scale sales. We cover a lot, including objection handling, how to ask for the sale, and mindset shifts you need to make when learning how to sell. Episode Sponsor: Find your perfect developer or a team at Lemon.io/startups The competition for incredible engineers and developers has never been more fierce. Lemon.io helps you cut through the noise and find great talent through its network of engineers in Europe and Latin America. They take care of the vetting, interviewing, and testing of candidates to make sure that you are working with someone who can hit the ground running. When it comes to hiring, the time it takes to write your job description, list the position, review resumes, schedule interviews, and make an offer can take weeks, if not months. With Lemon.io, you can cut down on a lot of that time by tapping into their wide network of developers who can get started in as early as a week. And for subscribers of Startups For the Rest of Us, you can get 15% off your first 4 week contract with a developer by visiting lemon.io/startups Topics we cover: 3:53 - Overview of Founding Sales 7:54 - Growing TalentBin to $6M ARR 10:28 - What Pete is working on today with Atrium 12:28 - Mindset changes when doing sales for the first time 19:26 - Speed vs. production value for sales materials 22:46 - Handling objections 26:50 - Asking for the sale 31:03 - Relentless execution 32:15 - What sets good sales reps apart from those that struggle? Links from the Show: Pete Kazanjy (@Kazanjy) I Twitter Atrium Founding Sales Modern Sales Pros Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices of Salesforce.com The Lean Startup The Startup Owner’s Manual

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“What did the council decide on item 42?” — answered with the speaker and the moment.