Sales For Founders

Sales For Founders

By Louis Nicholls
About
Learn to sell, find your first paying customers and grow a successful business.

An interview series for (technical) founders who are fed up of building products nobody wants to buy...

Your host, Louis Nicholls, interviews the best founders and salespeople out there. You'll learn how they found their first customers and grew massively successful businesses.

With a focus on actionable insights from every area of sales.
More places to listen
Learn to sell, find your first paying customers and grow a successful business.

An interview series for (technical) founders who are fed up of building products nobody wants to buy...

Your host, Louis Nicholls, interviews the best founders and salespeople out there. You'll learn how they found their first customers and grew massively successful businesses.

With a focus on actionable insights from every area of sales.

More places to listen

[Office Hours] "I have my first few paying customers, now what?" - with Pat Walls, founder of Pigeon
This week I'm releasing a test episode for a new, shorter format of episodes - office hours. For this test episode, I'm talking to Pat Walls, founder of StarterStory.com, about his new project, Pigeon.  If all goes well, I'll record and publish regular office hours episodes each Friday (alongside the normal expert interviews). We'll follow 3-4 founders who are facing the same challenges as you, growing their businesses from $0-$10k in MRR. I'll check in with each founder once a month, to hear how their business is growing and help them solve their biggest sales and growth challenges. If you'd like to be one of those 3-4 founders, head over to SalesForFounders.com and get your email on the earlybird waitlist. Invites go out on Wednesday the 20th of November, 2019.   I'd love to hear your feedback on the episode (sorry for the sound quality) and what can be improved via email, or hit me up on Twitter. You can also find Pat on Twitter @thepatwalls. Thanks for listening!
27:18
November 18, 2019
Turning a struggling startup into a $50k/month agency business - with Andrew Askins, cofounder and CEO of Krit.com
This week, your host Louis Nicholls sits down with Andrew Askins.  Andrew is the cofounder and CEO of Krit - a technical agency that helps non-technical founders turn ideas into functioning products. In a new format for the show, Andrew will walk us through his sales journey - from a failed startup attempt to a successful digital agency doing over $50k in monthly revenue. If you’ve ever considered consulting, freelancing or even setting up your own agency, this episode is packed with great advice. We talk about cold emails, productising client qualification, and how the sales process has changed over time - from outbound to a more reliable, inbound approach. You can find Andrew on Twitter, and don't forget to check out the Krit blog for some super useful insights into early stage product development. 
57:20
November 9, 2019
Sales tips from a successful, full-time salesperson - with James Urie, Close.com
This week, your host Louis Nicholls is joined by James Urie. And this episode is a bit different, because James isn’t a founder - he’s actually a full time salesperson. But what made me even more excited for this episode is that James isn’t just any salesperson, he does sales at a SaaS company called Close, where he actually sells sales software to other sales teams! So we’re going to get amazing insights into how a professional thinks about doing sales, advice on how and when to set up your CRM, and some awesome tips on using text messages to increase conversions. You can find James on LinkedIn, shoot him an email at sales@close.com , and check out the awesome Close blog for tons of sales advice.  And don't forget - the new Sales for Founders course launches in just a few weeks!  So if you're thinking about learning enough sales to get from 0 to $10k in MRR, make sure to get your name on the waitlist for an earlybird discount...
44:55
October 30, 2019
What an early-stage founder needs to know about SEO and content marketing - with Nat Eliason, founder of Growth Machine
In this episode of the Sales for Founders podcast, your host Louis Nicholls talks to Nat Eliason. Nat is the founder of Growth Machine and cofounder of Cup & Leaf tea. He's also an expert on search-focussed content marketing. So we take a break from talking about outbound sales, and focus on what early-stage founders need to know about SEO-related content marketing instead. Covering listener questions and topics like... - When to make your first sales hire - How SEO and creating content can help you find a product idea to work on - What to do if you aren't a great copywriter - ... and much more! You can find Nat at NatEliason.com or on Twitter at @NatEliason.
45:33
October 23, 2019
How to turn customer conversations into a profitable product - with Rob Fitzpatrick, author of 'The Mom Test'
In this episode, your host Louis Nicholls sits down with multiple-time founder, YCombinator alumnus and author of 'The Mom Test' - Rob Fitzpatrick. Rob's book is hands down the best resource on how to do customer discovery. It's full of actionable advice on how to talk to customers and learn if your business is a good idea - even when everyone is lying to you. It's also compulsory reading for S4F course participants, and everyone who takes the course gets a copy included. In our chat, Rob explains...  how to talk to customers and come up with a viable product idea how to close your first sale how to get people to talk to you in the first place ... and much more, including listener questions. You can find Rob at RobFitz.com and get the book here.
53:22
September 25, 2019
How to write cold emails that get results! - with Laura Lopuch
We kick season 2 of the Sales for Founders podcast off with a bang! Your host, Louis Nicholls, sits down with expert conversion copywriter and email geek Laura Lopuch to talk all things cold emails. We go deep on... How to write emails that get a response How to write cold emails when you don't have a product to sell yet How to avoid the most common cold email mistakes founders make Laura also has an exclusive 10% discount on her training and coaching offerings for S4F listeners - you can get that (and find out more about Laura) by using code "S4F" at lauralopuch.com 
51:24
September 19, 2019
1 year, $150k in revenue... and still no landing page! - with Jeremy Thiessen
This week, Louis interviews serial founder Jeremy Thiessen. Jeremy has a golden rule for entrepreneurship after some bad luck with his first startup... Don't build anything until you've sold it first! In fact, Jeremy has grown his latest company, Rogue Technologies, to over $150k in revenue in under a year. And it *still* doesn't have a landing page! Listen in to hear Jeremy's thoughts on... why you should sell before building why a 10minute landing page isn't what it seems why his first startup failed and much more! If you want to get in touch with Jeremy or find out more about Rogue Technologies, you can reach him at jeremy@roguetechteam.com --> he made an email address specially for the show! 
53:20
August 12, 2019
Live S4F Office Hours #1: Gabriel Perez from Peerfeedback.io
This week we shake things up on the podcast! Instead of an interview, we spontaneously recorded one of the office hours sessions with a founder who is currently taking the Sales for Founders course. Listen along as Gabriel Perez, founder of Peerfeedback.io, walks Louis through his current challenges and progress. We touch on some great cold email strategies, how to make the most out of Gabriel's first conference, and do a deep dive on the first draft of Gabriel's case study. You can find Gabriel online at Peerfeedback.io - and early bird enrollment for the Sales for Founders course is opening up again soon, so get yourself on the waitlist now to secure your earlybird discount! 
36:36
July 12, 2019
Would a referral program work for your business? - with Manuel Frigerio of ReferralHero
This week, Louis interviews friend of the show Manuel Frigerio, founder of ReferralHero. Manuel bootstrapped ReferralHero, a referral marketing platform, to about $20k MRR. And on the show he shares... - How he found his first customers for ReferralHero - Whether your business should even bother setting up a referral program - And, if so, how to do it well... You can find Manuel on Twitter at @mnlfrgr and check out the excellent knowledge base over at ReferralHero.com/Academy. Finally, if you want to give ReferralHero a try, don't forget that you get 20% off the first 3 months with coupon code "s4f"!
55:38
June 26, 2019
How to grow faster by doing things that don't scale - with Corey Haines of Baremetrics
This week, your host Louis Nicholls interviews Corey Haines, head of growth at Baremetrics. Corey switches between sales and marketing every day. So he's learned some super useful lessons about how to take the best of sales and grow your business by doing things that don't scale. Today, Corey shares his top 4 actionable tips. You can find Corey at @coreyhainesco on Twitter, and Baremetrics.com. For a list of the best demo/sales questions you aren't asking (but should be), head on over to www.salesforfounders.com/questions  
48:06
June 14, 2019
Bonus Episode: Why niching is a great way to start a bootstrapped business - with Tyler Tringas of Earnest Capital
This week we've delivered a special bonus episode with a slightly different focus than normal. Inspired by Justin Jackson's article on 'the myth of the niche market', your host Louis Nicholls has a conversation about the pros and cons of targeting a niche market, with accomplished bootstrapped founder and investor Tyler Tringas.  Tyler previously founded and bootstrapped Storemapper.co to $50k+ MRR, before starting Earnest Capital - a fund dedicated to investing in bootstrapped startups with a win-win, founder-friendly focus and great founder-alignment. You can find Tyler on Twitter at @tylertringas and Justin Jackson's article that inspired the episode is over at https://justinjackson.ca/niche We'll be back to regular, sales-based interviews from next Tuesday!
50:50
June 3, 2019
How to close 7-figure deals as a technical founder with no sales experience - with Stephanie Hurlburt of Binomial.info
This week, your host Louis Nicholls interviews Stephanie Hurlburt, cofounder of Binomial.info.  We go in depth on learning sales as a technical founder, winning large B2B contracts and much, much more! You can find Stephanie at stephaniehurlburt.com or on Twitter at twitter.com/sehurlburt The article Stephanie mentions by Jason Fried is here: m.signalvnoise.com/dont-let-anyone-overpay-you/ -- PS: The next Sales For Founders course closes THIS SUNDAY! If you're fed up of not running your own profitable business, head over to SalesForFounders.com and sign up to get your exclusive earlybird discount and spot on the waitlist NOW!
1:05:04
May 15, 2019
Taking a productised service from 0 to $10k MR in a few short months (plus, copywriting tips!) - with Dani Mancini of Scribly.io
This week, your host Louis Nicholls interviews Dani Mancini. Dani is an expert copywriter and the solo founder of Scribly.io - a productised copywriting service which she grew from nothing to tens of thousands of dollars revenue in just a few months. There’s a load of great, actionable advice in today’s interview. We talk about finding your first customers About how to deal with burnout and the stress of being a founder And you’ll get some awesome copywriting tips to improve your emails and landing pages You can find Dani on Twitter @dani_scribly and check out her blog on copywriting. Finally, don't forget you get an exclusive 25% discount off all copywriting services as an S4F listener... just mention the Sales For Founders podcast when you get in touch with the Scribly.io team.  ------ PS: The next Sales For Founders course opens soon. If you're fed up of not running your own profitable business, head over to SalesForFounders.com and sign up to get your exclusive earlybird discount and spot on the waitlist NOW!
55:17
May 7, 2019
How to close your first deals and do follow-ups properly - with Mark Fershteyn of Recapped.io
This week I interview Mark Fershteyn, founder of Recapped.io . Mark has years of sales experience are recently founded his own SaaS company - helping B2B sales teams close more deals faster, with better follow-ups. We go into detail on mistakes you'll make on your first sales calls, how to handle customer objections, and much, much more. You can find Mark on Twitter at @markfersh and don't forget to check out Recapped.io to boost your sales game - SalesForFounders listeners get an exclusive 15% lifetime discount with the code SALESFORFOUNDERS
38:57
April 25, 2019
Bootstrapping to a 6-figure business by aligning yourself with the customer - with Lynne Tye of Key:Values
Lynne Tye, founder of KeyValues.com shares how she learned sales on the job - and grew her project into a profitable 6-figure business helping developers find engineering teams that share their values. You can find Lynne on Twitter (@lynnetye) or search for her recent episode of the Indie Hackers podcast, where she talks more about the non-sales side of Key:Values.
52:40
April 15, 2019
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