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Founder-Led Selling

Sell the product yourself with a clear buyer profile, a real pipeline, disciplined calls and follow-up, honest forecasts and a written playbook you can hand to your first salesperson.

Free · Mac (Apple silicon) and Windows · v1.0.0 · Other platforms

Then open the Marketplace in the app, search for Founder-Led Selling, and click Install. It goes into your own files, and works offline from then on.

What it installs.

1

Pillar

1

Area

50

Projects

201

Starter tasks

🚀 Founding & Startups

Founder-Led Selling

Selling the product yourself in the early days, learning the sales motion first-hand before hiring anyone to repeat it.

  1. Ideal customer profile for founder-led deals
  2. Problem and value narrative for sales calls
  3. Simple sales pipeline in a spreadsheet
  4. Deal stage definitions with exit criteria
  5. Named target account list of fifty companies
  6. First discovery call guide
  7. Demo storyline built around the buyer's problem
  8. Sales collateral starter kit
  9. Call notes and recording set-up
  10. Baseline founder sales metrics
  11. Monday pipeline review
  12. Daily prospecting block
  13. Post-call debrief within the hour
  14. Follow-up cadence for open deals
  15. Monthly win-loss review
  16. Objection log and response library
  17. Monthly sales forecast with commit and best case
  18. Sales to product feedback loop
  19. Reference customer bench
  20. Quarterly sales motion retrospective
  21. Discovery questioning practice
  22. Qualification framework fitted to your deals
  23. Tight demo delivery practice
  24. Handling price objections without reflex discounts
  25. Negotiation preparation for early contracts
  26. Multi-threading into a buying committee
  27. Follow-up emails that move a deal
  28. Mutual action plans with champions
  29. Finding where deals stall in the cycle
  30. Inbound versus outbound split of founder hours
  31. Choosing a CRM once the spreadsheet breaks
  32. Standard order form and customer terms
  33. Discount and concession rules
  34. Security questionnaire and procurement pack
  35. Disqualifying bad-fit deals early
  36. Paid pilot terms with agreed success criteria
  37. First paid contract signed by the founder
  38. Final presentation to a large prospect
  39. Selling at a trade show or conference
  40. Sales traction update for investors
  41. First renewal conversations with early customers
  42. Technical founder learning to sell
  43. Selling as an introverted founder
  44. Solo founder selling in limited hours
  45. Selling across borders from a small home market
  46. Co-founders splitting sales ownership
  47. Sales playbook written from founder deals
  48. First sales hire profile and timing
  49. Handing deals to the first salesperson
  50. Founder-run enterprise deal with procurement

Where it starts.

Each project arrives with its purpose, milestones and first tasks written out. Here is how the first three read.

Ideal customer profile for founder-led deals

A founder selling to anyone who will take a call ends up with a pipeline of polite maybes. Writing down the company size, role, trigger event and current workaround that marked your best early conversations tells you whose calendar deserves your scarce selling hours and whose does not.

First tasks

  • List the five prospects who came closest to buying and what they had in common
  • Write the trigger event that made each of them take the call
  • Draft three traits that mean a prospect is not worth pursuing yet
  • Tag every open prospect as fit, partial fit or no fit
  • Check the profile against last quarter's wins and losses @recurring(quarterly)

Problem and value narrative for sales calls

Buyers rarely remember features; they remember a crisp account of the problem they have, what it costs them and why it is worth fixing this quarter. A two-minute narrative in the buyer's words, tested on real calls, becomes the spine of every email, demo and proposal you send.

First tasks

  • Pull ten exact phrases buyers used about the problem from your notes
  • Write the narrative as problem, cost, why now and the changed outcome
  • Record yourself saying it and trim it to under two minutes
  • Use it on the next five calls and note where interest rose or fell

Simple sales pipeline in a spreadsheet

Deals tracked in your head and inbox go quiet without you noticing until the month is over. A single sheet with one row per deal, its stage, value, next step and next-step date is enough for the first thirty or forty opportunities and takes an afternoon to build.

First tasks

  • Create the pipeline sheet with the seven core columns
  • Search your inbox and messages for every live sales conversation
  • Enter each deal with an honest stage and a dated next step
  • Move anything with no reply in 60 days to a parked tab

Make it yours.

Install Founder-Led Selling, then tell Aurum the date you're aiming for. It checks whether the plan fits the weeks you actually have.

Free · Mac (Apple silicon) and Windows · v1.0.0 · Other platforms

Blueprints are general information to help you organise your own work. They are not medical, financial, legal or other professional advice. See the Terms.