# Founder-led sales playbook for the first B2B customers. - working worksheet

Reviewed alongside the Eli guide: https://hireeli.io/resources/founder-led-sales-first-customers-playbook

## Decision to make

Run founder-led sales as a disciplined learning system

Owner: ____________________
Review date: ____________________
Canonical page or destination: ____________________

## Buyer questions

- [ ] What should a founder-led sales process include?
- [ ] How many accounts should an early founder contact?
- [ ] Which questions belong in discovery?
- [ ] How should sales learning change the website?

## Evidence-led work plan

### 1. Monday: choose accounts with a written reason

Select a manageable group that matches the current company, role and trigger hypothesis.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 2. Tuesday to Thursday: run consistent, curious discovery

Ask about the last time the problem happened, the current workaround, people involved, consequence, urgency and previous attempts.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 3. End every qualified call with a decision

Agree on a concrete next step, owner and date: technical review, second stakeholder, paid pilot, proposal or no further action.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 4. Friday: review patterns without rewriting everything

Group objections by frequency and stage.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 5. Promote the process only after the founder can teach it

A salesperson can take ownership when the company has a repeatable account definition, discovery evidence, proposal boundary, onboarding path and honest loss taxonomy.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

## Source ledger

- [ ] Paul Graham: Do Things That Do Not Scale: https://paulgraham.com/ds.html
- [ ] HubSpot: finding and keeping a first customer: https://blog.hubspot.com/sales/first-customer
- [ ] Google Search Central: people-first content guidance: https://developers.google.com/search/docs/fundamentals/creating-helpful-content

## Measurement boundary

Baseline date and exact context: ____________________
7-day observation: ____________________
14-day observation: ____________________
30-day observation: ____________________
Known limitations: ____________________

Keep technical eligibility, citations, recommendations, visits, leads and revenue as separate evidence. This worksheet does not guarantee an external ranking or commercial result.