World Model · podcast knowledge graph

Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)

2022-12-15 · 62 min · 48 entities

episode page audio

Asserted relationships

  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Lean-Startup-Entrepreneurs-Continuous-Innovation/dp/0307887898
  • → references Goal Process Ongoing Improvement book
    0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Goal-Process-Ongoing-Improvement/dp/0884271951
  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Score-Takes-Care-Itself-Philosophy/dp/1591843472
  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Founding-Sales-Go-Market-Handbook-ebook/dp/B08PMK17Z1
  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Four-Steps-Epiphany-Successful-Strategies/dp/1119690358
  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://medium.com/craft-ventures/the-cadence-how-to-operate-a-saas-startup-436aa8099e8
  • → authored Founding Sales book
    0.62
    evidence rules-v4
    author of Founding Sales
  • → hosted by Lenny Rachitsky person
    0.55
    evidence rules-v4
    Feed author/publisher: Lenny Rachitsky
  • → founded Atrium company
    0.54
    evidence rules-v4
    co-founder of Atrium
  • → works at Atrium company
    0.50
    evidence rules-v4
    co-founder of Atrium
  • → discusses Technology company
    0.40
    evidence rules-v4
    Feed category: Technology
  • → discusses Business concept
    0.40
    evidence rules-v4
    Feed category: Business
  • → discusses Entrepreneurship concept
    0.40
    evidence rules-v4
    Feed category: Entrepreneurship
  • → references penname.co website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://penname.co/
  • → references amplitude.com website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amplitude.com/
  • → references allinpodcast.co website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://allinpodcast.co/
  • → references greenhouse.io website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://greenhouse.io/
  • → references kazanjy.svbtle.com website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://kazanjy.svbtle.com/
  • → references Saas School company
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": http://briannekimmel.com/saas-school
  • → references modernsaleshq.com website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://modernsaleshq.com/
  • → references Makersschedule website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": http://paulgraham.com/makersschedule.html
  • → references atriumhq.com website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://atriumhq.com/
  • → references 2 Product Marketing website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://foundingsales.com/2-product-marketing
  • 0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://salesnerds.atriumhq.com/msp-nailing-science-of-sales-figma-webinar-video

Entities found in this episode

websites 22

  • 0.90
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://medium.com/craft-ventures/the-cadence-how-to-operate-a-saas-startup-436aa8099e8
  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://medium.com/craft-ventures/the-cadence-how-to-operate-a-saas-startup-436aa8099e8
  • mentioned penname.co website
    0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://penname.co/
  • mentioned amplitude.com website
    0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amplitude.com/
  • mentioned allinpodcast.co website
    0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://allinpodcast.co/
  • mentioned greenhouse.io website
    0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://greenhouse.io/
  • mentioned kazanjy.svbtle.com website
    0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://kazanjy.svbtle.com/
  • mentioned modernsaleshq.com website
    0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://modernsaleshq.com/
  • mentioned Makersschedule website
    0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": http://paulgraham.com/makersschedule.html
  • mentioned atriumhq.com website
    0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://atriumhq.com/
  • mentioned 2 Product Marketing website
    0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://foundingsales.com/2-product-marketing
  • 0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://salesnerds.atriumhq.com/msp-nailing-science-of-sales-figma-webinar-video
  • references penname.co website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://penname.co/
  • references amplitude.com website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amplitude.com/
  • references allinpodcast.co website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://allinpodcast.co/
  • references greenhouse.io website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://greenhouse.io/
  • references kazanjy.svbtle.com website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://kazanjy.svbtle.com/
  • references modernsaleshq.com website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://modernsaleshq.com/
  • references Makersschedule website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": http://paulgraham.com/makersschedule.html
  • references atriumhq.com website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://atriumhq.com/
  • references 2 Product Marketing website
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://foundingsales.com/2-product-marketing
  • 0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://salesnerds.atriumhq.com/msp-nailing-science-of-sales-figma-webinar-video

books 12

  • 0.90
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Lean-Startup-Entrepreneurs-Continuous-Innovation/dp/0307887898
  • 0.90
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Goal-Process-Ongoing-Improvement/dp/0884271951
  • 0.90
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Score-Takes-Care-Itself-Philosophy/dp/1591843472
  • 0.90
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Founding-Sales-Go-Market-Handbook-ebook/dp/B08PMK17Z1
  • 0.90
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Four-Steps-Epiphany-Successful-Strategies/dp/1119690358
  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Lean-Startup-Entrepreneurs-Continuous-Innovation/dp/0307887898
  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Goal-Process-Ongoing-Improvement/dp/0884271951
  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Score-Takes-Care-Itself-Philosophy/dp/1591843472
  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Founding-Sales-Go-Market-Handbook-ebook/dp/B08PMK17Z1
  • 0.77
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": https://amazon.com/Four-Steps-Epiphany-Successful-Strategies/dp/1119690358
  • mentioned Founding Sales book
    0.72
    evidence rules-v4
    author of Founding Sales
  • authored Founding Sales book
    0.62
    evidence rules-v4
    author of Founding Sales

companys 7

  • mentioned Atrium company
    0.68
    evidence rules-v4
    co-founder of Atrium
  • founded Atrium company
    0.54
    evidence rules-v4
    co-founder of Atrium
  • mentioned Technology company
    0.50
    evidence rules-v4
    Feed category: Technology
  • works at Atrium company
    0.50
    evidence rules-v4
    co-founder of Atrium
  • mentioned Saas School company
    0.45
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": http://briannekimmel.com/saas-school
  • discusses Technology company
    0.40
    evidence rules-v4
    Feed category: Technology
  • references Saas School company
    0.38
    evidence rules-v4
    Link in episode "Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)": http://briannekimmel.com/saas-school

concepts 5

  • mentioned Business concept
    0.50
    evidence rules-v4
    Feed category: Business
  • mentioned Entrepreneurship concept
    0.50
    evidence rules-v4
    Feed category: Entrepreneurship
  • 0.42
    evidence rules-v4
    Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)
  • discusses Business concept
    0.40
    evidence rules-v4
    Feed category: Business
  • discusses Entrepreneurship concept
    0.40
    evidence rules-v4
    Feed category: Entrepreneurship

persons 2

  • mentioned Lenny Rachitsky person
    0.70
    evidence rules-v4
    Feed author/publisher: Lenny Rachitsky
  • hosted by Lenny Rachitsky person
    0.55
    evidence rules-v4
    Feed author/publisher: Lenny Rachitsky
Episode description as stored
Pete Kazanjy is the author of Founding Sales: The Early Stage Go-to-Market Handbook and the founder of Modern Sales Pros, an invite-only peer learning community focused on sales operations and sales leadership. He’s also the co-founder of Atrium, a B2B SaaS company that provides data-driven sales solutions. Pete got his start in product at VMware and then dove deep into the art and science of sales . In today’s episode, we talk about the importance of founder-led sales and how to methodically scale a sales department. He explains the difference between old-school sales and modern sales, which focuses on human connection and solving problems for customers. He also shares actionable tips to improve your sales technique and explains how to use data to monitor your success at different milestones in the sales process. — Find the full transcript here: https://www.lennysnewsletter.com/p/founder-led-sales-pete-kazanjy-founding — Thank you to our wonderful sponsors for supporting this podcast: • Vanta — Automate compliance. Simplify security: https://vanta.com/lenny • Flatfile — A CSV importer that says yes instead of error: mismatch : https://www.flatfile.com/lenny • Merge—A single API to add hundreds of integrations into your app: http://merge.dev/lenny — Where to find Pete: • Twitter: https://twitter.com/Kazanjy • LinkedIn: https://www.linkedin.com/in/kazanjy/ • Website: https://kazanjy.svbtle.com/ — Where to find Lenny: • Newsletter: https://www.lennysnewsletter.com • Twitter: https://twitter.com/lennysan • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/ — Referenced: • Founding Sales: The Early Stage Go-to-Market Handbook : https://www.amazon.com/Founding-Sales-Go-Market-Handbook-ebook/dp/B08PMK17Z1 • Brianne Kimmel’s SaaS school: http://briannekimmel.com/saas-school/ • Modern Sales Pros: https://modernsaleshq.com/ • The Lean Startup: How Today’s Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses : https://www.amazon.com/Lean-Startup-Entrepreneurs-Continuous-Innovation/dp/0307887898 • The Four Steps to the Epiphany: Successful Strategies for Products That Win : https://www.amazon.com/Four-Steps-Epiphany-Successful-Strategies/dp/1119690358/ • Pete’s presentation on founder-led sales: https://www.youtube.com/watch?v=WAXIVAZJyPA • Pete’s guest post on Lenny’s newsletter: https://www.lennysnewsletter.com/p/sales-bottom-up • The Cadence: How to Operate a SaaS Startup: https://medium.com/craft-ventures/the-cadence-how-to-operate-a-saas-startup-436aa8099e8 • Maker vs. Manager Schedule: http://www.paulgraham.com/makersschedule.html • Amplitude: https://amplitude.com/ • Atrium: https://www.atriumhq.com/ • Greenhouse: https://www.greenhouse.io/ • Pete’s ICP Template: https://www.foundingsales.com/2-product-marketing#building-narrative • Marissa Fuhrer Bell on LinkedIn: https://www.linkedin.com/in/marissafuhrer/ • Data-driven sales master class: https://salesnerds.atriumhq.com/msp-nailing-science-of-sales-figma-webinar-video • The Goal: A Process of Ongoing Improvement : https://www.amazon.com/Goal-Process-Ongoing-Improvement/dp/0884271951 • The Score Takes Care of Itself: My Philosophy of Leadership : https://www.amazon.com/Score-Takes-Care-Itself-Philosophy/dp/1591843472 • All-In podcast: https://www.allinpodcast.co/ • Encanto on Disney+: https://www.disneyplus.com/movies/encanto/33q7DY1rtHQH — In this episode, we cover: (00:00) How Pete met Lenny  (05:05) Pete’s background (07:20) Modern sales vs. old-school sales (09:17) What is founder-led sales, and why is it so important? (14:58) When to hire your first salesperson  (18:20) Why you should keep your in-person events to around 10 people (19:34) What a sales motion is and why it needs to be updated regularly  (20:55) What are the leading indicators of success? (23:54) Why founders don’t need to be rock stars at sales (28:28) Sales mindset changes—the number-one tip to improve your sales (33:30) How modern sales should focus on helping customers solve