Rob and RC dive into three common (and self destructive) sales pathologies that Rob sees in founders:
- The "Helpful" founder who thinks s/he can sell by showing how helpful they are to customers
- The "Smart" founder, who thinks that by impressing customers with deep knowledge (or avoiding embarassing oneself), customers will buy
- And the "Noble" founder, who is deeply focused on their mission and thinks this mission will cause customers to buy
As Rob explains, each of these pathologies are wrong because they misunderstand demand. And this episode dives into each, how to diagnose, and how to course correct yourself.
Post: Helpful, noble, smart... and poor
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