Pete Kazanjy (00:00:00): The thing that I just like to encourage founders and product managers and what have you is just don't be afraid of sales. There's a lot of people out there who would love to tell you a story that it's magical or like, "Oh, you've got to be a born seller," things like that and it's really not. Those people are just talking their book, if you will, and so just getting good at those behaviors, it's going to benefit you in a myriad of ways. Lenny (00:00:26): Welcome to Lenny's Podcast, I'm Lenny, and my goal here is to help you get better at the craft of building and growing products. Today my guest is Pete Kazanjy. Pete is the author of my single favorite book on sales, called Founding Sales, which I point every B2B founder to. He also runs a huge community of salespeople called Modern Sales Pros. He's also the CEO and founder of Atrium, which is a SaaS product that helps you make your sales team more efficient through analytics and data. In our conversation, we focus on three things. One, why founders should be doing sales themselves for a long time before hiring your first salesperson and also when it's time to hire that first salesperson, we get into how to hire for your first salesperson, what to look for in their profile and the most common mistakes people make, and finally, we cover a bunch of tactical tips for getting better at sales. Pete didn't come from a sales background and he learned everything by just doing it, learning, researching, and repeating. I know that you'll learn a ton from this conversation. With that, I bring you Pete Kazanjy. (00:01:28): This episode is brought to you by Vanta, helping you streamline your security compliance to accelerate growth. If your business stores any data in the cloud, then you've likely been asked or you're going to be asked about your SOC 2 compliance. SOC 2 is a way to prove your company's taking proper security measures to protect customer data and builds trust with customers and partners...