Pete Kazanjy

Never mistake your lead gen for your business. People paying 19 bucks a month is really great, but getting to a $50,000 or a $100,000 or a $250,000 contract, that's where big ARR numbers start racking up, and organizations want to talk to a human in order to navigate that.

You want to bring on cohorts of users and then see what's going on, then learn, and then bring on new cohorts of users. Going and doing 100 at-bats and then being like, 'Did it work or did it not?' We want to break it up and then constantly just be iterating.

Think about the things that you do in your day-to-day that are like a pianist playing scales. What is the version of that for selling? That's rapid rapport building, asking good questions, asking follow-up questions, being willing to ask uncomfortable questions, and asking for money and then shutting up and waiting for them to answer.

As a seller, the way that I like to frame it to people is that you're a consultant that has a particular predilection for a given solution, your solution.