Avoid Sales Hiring Disaster, How Fabricating Urgency Is Killing Your Deals, and Our IRL Founder Meet-Up

Hey founders, sellers, and the sales curious!

September was huge! We held workshops with 100+ founders for Startmate, Press Play, ThincLab, and HEX, across Sydney, Adelaide, and Melbourne.

To keep the energy going, we have an absolute heater for you 🔥⬇️

• Are you sales hire-ready? 🔍 Find out in part 1 of our hiring workshop

• Why false urgency doesn’t work and what to do instead ⚡️ in our latest Founder Asks segment

• A 3-month freebie for an AI note-taker on us 👉 HERE 👈

• And our first IRL Founder Hour meet-up in Adelaide ☕️

HIRING RESOURCE

Are You Ready to Hire Your First Salesperson?

This month, multiple people have reached out about hiring salespeople and building their first sales teams. Firstly, woohoo! 🥳 This is an exciting time and a big step!

As a founder, I know that creating the job ad, doing interviews, and spending money feels good - it feels like progress. But if you aren’t truly hire-ready, it can be a misstep. Instead of progressing, you risk stalling, burning cash, and seeing your runway go backwards with the wrong hire.

To make sure this doesn’t happen to you, we are sharing content from our paid workshop, breaking down core considerations for determining if you’re hire-ready, the enablement and resources you need in place, and where to start 👇

P.S. 🔔 Making the wrong hire this time of year can be more complex and detrimental than you think. The last quarter of the year can be a great time to ramp a rep for 2025 but also an easy time to hide performance.

Any q’s? Hit us back on this email!

FOUNDER ASKS

Why Fabricated Urgency Is Costing You Deals

This month, a founder in Healthcare asked…

Our Advice ⤵️

The truth is, creating false urgency at the start of a deal is the wrong move.

The most common example I see is founders meeting with a prospect who wants to move slowly (which is normal buying behaviour for them). This pace doesn’t align with the founder’s timeline, and believing a better deal will speed things up, they fabricate urgency with offers like "Sign up in the next 30 days for 50% off" or "Join exclusive pre-launch deals."

However, these offers are worthless if the prospect doesn’t value your solution and you don’t have a real business case.

The greater risks include:

• Offering your best deal before there’s even a deal to be done

• Appearing ‘slick’ or even ‘pushy’ by trying to make something work

• Showing the prospect you’ll bend over backwards just to get them as a client

• Losing trust and credibility if you don’t stick to the constraints of your fabricated offer (e.g., the 50% off after 30 days stays forever)

Instead, before you even meet with the prospect, know and consider:

• You aren’t making a crazy offer in the first meeting. Keep your bargaining chips for later

• The average sales cycle in your industry (e.g., in healthcare, it’s typically 4-14 months)

• What qualifies the prospect, and what key metrics and company challenges you need to understand to make them a fit

• How you are creating a business case for this prospect, what the next steps are after the meeting, and how you can determine a compelling event to drive the deal forward

By doing this, we focus on establishing our value and guiding our prospects to see the natural next step to buy rather than forcing a fabricated urgency to push out a proposal.

PARTNERED TOOLING

Okay, But Really, an AI Tool We Can’t Live Without

We’re excited to announce our new Partnership with Fathom AI and bring you 3 months of premium access to Fathom AI on us!

Why are we so hyped about this tool?

Well, we actually use it every day, and it's been saving Roy and me upwards of six hours per week. We use it for all internal calls, sales calls, client meetings, workshops, and content creation. Now, after two months of testing, we’ve got all our clients on board too.

What’s so bloody good about it?

We stay more present in meetings, have detailed next steps ready to go, can ask the transcript questions about the meeting notes, craft proposals with greater speed, and save a sh!t load of time!

Finally, the best bit!

Fathom AI has built-in sales qualifying and discovery methodologies. This means that with a click of a button, your meeting is formatted to BANT, SPIN, SPICED, or even MEDDICC structured notes that are sent straight to your CRM.

Sign up here to get started with 3 months of Fathom AI Premium on us! 🎁 

UPDATES

What is Founder Hour?

Why did we start it, and how does it work?

We wanted to create a space for founders to connect with each other, share their thoughts or challenges, and get advice on all things B2B and sales.

You may have joined us for our workshop sessions, open calls, or virtual office hours, and now we’re mixing it up with some in-person catch-ups before the end of the year.

👀 Keep your eyes peeled for future Founder Hour updates here and on LinkedIn! (Sean | Sell Anything)