Jason Lemkin: recommendation

Transcript context

…I like this term, middlers. So just to make sure I understand what that means, in the middle of the conversation, you're not great at initiating, you're not great at closing, but you could talk about it. Yeah, and this is where sales reps are terrible. Most sales reps, once you go beyond the five basic questions, they can't tell you how a database works or how to eliminate hallucinations from your product or how to do payroll in Eastern Southern Guam. The sales rep, and we can talk about this, they need help. They need help from the founders in the early days. They need help from sales engineers or product people, which is my favorite place to get the help as you scale, but they need help. The beauty to founders is they don't need help in the middle. You can be 10 times better in the middle than any sales rep at your bigger competitor. If you're running, I am just making up CRM, but if you're running a new CRM startup, you can run circles around 98% of the sales reps at Salesforce or HubSpot. They have the brand, they have the partners, they have the integrations, but they cannot answer the questions you can answer. Okay. So you close the first 10 customers. What are other signs that, "Okay. Now is really the time we need to start hiring sales"?…

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