How Scale Really Looks Like

Everyone claps when a CEO says, “I sold the first $3M myself.”

 Me? I start to worry.

Sure- it’s impressive. Founders should be their best sellers.

 But I always ask: is the product great, or is the founder just great at selling it?

Because if only the founder can close deals...

 That’s not product-market fit.

 That’s founder-market fit.

Now- when I hear there’s a growing SDR team?

 That’s when I lean in.

 It means junior reps - people without deep context -can generate real pipeline.

 It means the product resonates without magic tricks.

That’s what scale looks like.

 That’s when it gets exciting.

No SDRs? That’s when I start asking the tougher questions.