When you're building a startup from scratch, there are two things nobody warns you about enough: one, you're going to have to sell. Within a few years, we had grown to 250 employees across eight offices, with over $400 million in annual revenue. None of that would have happened if I hadn't done the early sales myself. That means most early founders are leaving opportunities on the table by focusing their pitch too much on themselves and empathizing with their customers too little. Treat your sales outreach like an extension of product (because it is)Founders often treat sales as something separate from product work.