In the B2B startup world, the evolution of sales tends to follow a predictable path. Initially, sales efforts are led by the founder. This early phase, from zero to one, requires the founder to be actively engaged in sales, where the appeal to clients is not just the product or service—which may still be in development—but the founder's passion, expertise, and commitment to the vision. This early faith is what propels a startup forward. God bless the early adopters!

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As you gain traction and onboard a few customers, the next phase involves developing a rudimentary sales strategy and beginning to build out the sales team. This first sales hire might lean towards lead generation or customer success, depending on what you need the most.   Given the nature of early-stage companies, these roles are typically multifaceted.

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Reaching the point where it's time to bring on a VP of Sales marks a significant milestone. It might feel like you've arrived, that it's all smooth sailing from here. However, the reality is more nuanced. Experts like Jason Lemkin of SaaSTR have extensively covered the challenges associated with hiring a VP of Sales..  

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A crucial takeaway is the importance of having a solid sales motion in place before scaling with a VP of Sales— a daunting task without a background in sales.  Welcome to the Sales Valley of Death.

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This is a critical phase in the lifecycle where so many startups fail because they are unable to get enough sales momentum to power through this stage.  Client acquisition slows down, churn increases and it can get ugly.  Your startup is particularly vulnerable at this stage because you are juggling multiple challenges like managing cash flow, sourcing investment, achieving product market fit, scaling operations and navigating competition.

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This is precisely where a Fractional VP of Sales can help.  Someone with the experience and hard lessons about building a scaleable, repeatable sales engine can make a world of difference.  

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Enterprise sales is about solving your customer's problems *at scale*.  The key to scaling effectively is a foundation of repeatable processes.  By breaking down the sales process into distinct stages, you become more effective at tracking and measuring performance.  This allows you to identify successful strategies and scale them.  

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A well-defined sales process provides the framework for consistency, customer focus and adaptability. By understanding the customer's journey through your sales funnel, you can tailor to meet their specific needs at each point, driving operational efficiency..

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If you're seeing some sales traction, have started building your sales or customer success team, and are ready for a major growth leap, let’s talk. It’s the perfect time to explore how to scale your sales effectively.

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