What Founders Need to Understand about the Sales Process

I recently had fun chatting with Shikhar Ghosh, Professor of Management Practice at Harvard Business School, about how important it is for Founders to understand the sales process. Watch our four part conversation below:

Understanding the Mentality of a Salesperson

Understanding Your Buyer’s Journey Through Active Listening

Use Active Listening to Understand Customers Pain Funnel

Understanding the Learning Curve You Will Go Through to Get to Sales Productivity

Read the full article on hbsaccelerate.org.