This post is by Tomasz Tunguz from Tomasz Tunguz
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Earlier this week, I met an experienced head of sales. During our meeting, the candidate shared a simple way of thinking about a startup’s sales process that resonated with me. A startup’s sales evolution contains three phases: beta, reference customer, ROI calculator. Beta: A founder of the startup develops relationships with a handful of customers who will work in tandem with the company to design, tune and improve the product.