How do you build out a sales process?

Just wrote a post for IH on how I got my first 100 customers:

It's super rare that IHers work with salespeople early on, and I've always been curious to see more people try it. That said, there's a strong argument to be made that we as founders should be doing our own sales at first, and if we don't know how, we should learn before hiring someone to replace us.

Anyway, I recommend checking out my podcast episode with sales expert Steli Efti, and then send him an email with the same question. (He shares his contact info at the end.)

I think the best you can do is to approach customers yourself in the meantime and split time between coding & sales. Frankly you are the best person to know about your product and Sales people have drift (lag between their salary and when they can start being profitable for a company). Its the same as marketing for B2C, you don't scale the campaigns until you know your success metrics like LTV & CAC.

I think it's best if you start it. It's hard to understand why it doesn't sell later. But if you already have KPIs and results, you'll be able to handle the objections in other ways.

And then what is highly recommended is that you put two sellers in, so you can check if one fails because it is

You have to come up with some sort of recipe yourself which you can then show to a sales person to replicate. I'd suggest against hiring but if you can find a co-founder who can do sales (plus sth else too preferably:P) then that's an option.

How does your cold calling works? How much can you pay per customer acquisition?

Hiring sales reps is not as easy, there's a lot of other factors that come into play. You might wanna check out: https://www.objectivemanagement.com/.

Do you currently have a sales framework/system(script)?