Founders often have good sales instincts. They can read the room. They can tell a solid story. It’s not always polished or entertaining, but authenticity and passion more than compensate. It works great for one-on-one interactions. Need to convince one person? Recruit one candidate? Court one investor? Most founders are up to the task. But what happens when a deal is not one-on-one? What if it’s one to many? What if it is highly complex with lines of authority, budget calendars, unclear politics, a procurement department, an RFP process, technology diligence, and/or a legal review? What if multiple people have to sign off to win the deal?
