I’m nearly done writing my new book which is a practical guide on how to scale a business through sales and business development, from scratch. Last time I asked for your opinion; thank you all for all these great answers with your amazing feedback and recommendations.
Before I wrap it up, I wanted to share five things that really shaped how I think about sales today. Everyone’s experience is different, and what resonates with one person might not with another. But for me, these five stand out.
If you’re building your sales team, trying to figure out your go-to-market, or getting ready to scale, have a read. Maybe some of these will resonate with you too.
If you’re looking to grow your sales and build stronger client relationships, take a look at how I help teams like yours — and feel free to reach out for a chat.
1. The product won’t sell itself
“More than 90% of founders or product owners struggle to make sales… Many fail to grasp that the game of sales and expansion is more challenging than they think.”
I’ve seen this over and over. People think if they build something great, customers will just show up. But it doesn’t work like that. Most of the time, the problem isn’t the product. It’s how you take it to market.
You need a real go-to-market strategy. You need people, a process, and a plan. Otherwise, it doesn’t matter how good your product is, it just sits there.
2. Your ‘why’ is your sharpest sales tool
“Clients aren’t just buying a product from you. They’re buying a ticket to join your journey because they believe in it.”
I believe early-stage selling goes way beyond the features of your product or service. As I discussed with a sales leader recently, what really matters is the vision you bring.
When you define your value proposition, think less about what the product does and more about why you exist, what you stand for, and what change you’re trying to create. That’s what people buy into.
I’ve just finished writing something new and insightful—and I think you’ll find it valuable. I wanted to offer it to you first.
FREE Starter Kit – Powering up your lead generation: Click HERE
3. Don’t wait for the product to mature
“Salespeople should start approaching potential clients from an early product development stage. What is sold here is not just the product, but also the vision and the journey.”
You don’t need to wait until your product is finished or polished to start selling. In fact, waiting might be a mistake. Some of the best feedback comes when your product is still raw.
Start talking to people early. What you’re selling isn’t just the product — it’s the idea, the promise, and the chance to be part of something that’s just getting started.
4. Qualification isn’t optional
“Qualifying an opportunity is the most important action in the sales funnel.”
Time is one of the few things you can’t get back. If you spend it on leads that aren’t going anywhere, you’re just burning energy and momentum.
I’ve learned (sometimes the hard way) that qualification isn’t something you do later. It’s something you do from the start. Great salespeople don’t chase everything. They pick their battles, and they know why.
I’ve mapped out the ultimate tech stack for sales and marketing success—download the full guide and see what your company might be missing.
5. Sales is strategy — not just execution
“Rapid decisions at this stage can be harmful. The initial weeks for a sales leader are crucial… You must take a deep breath and step back.”
There’s always pressure to move fast. Show results. Close deals. But in the beginning, it’s easy to rush and make the wrong moves.
The best thing you can do early on is to stop and think. Who exactly are you targeting? Why do you win? What message really clicks? You’re not just here to sell. You’re here to set the direction. That takes a bit of stillness.
These are just five of the ideas that shaped this book. There’s a lot more drawn from personal lessons, experiments that didn’t work, and strategies that finally did.
Here’s what you’ll find in the full book:
✅ A week-by-week and year-by-year roadmap to build your sales machine
✅ Go-to-market strategy, hiring your first reps, building a funnel, setting targets
✅ Common mistakes (I’ve made them too) and how to avoid them
✅ Templates, frameworks, and stories that can help you along the way
I’d love to hear from you.
What’s your biggest challenge right now in building or scaling sales?
What’s something you wish someone had told you early on?
Write to me or drop a comment. If there’s something important I’ve missed, I’ll change the book. The goal is to make it as useful as possible for the people doing the actual work.
Let’s build something solid.
FREE White Paper – Grow your sales internationally: Click HERE
FREE How To Guide – Navigating through sales opportunities: Click HERE
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