You Are The Bottleneck

Kevin, so let's talk about the first the first bottleneck.

I pay a lot of money for tools.

None of them fix this specific problem because my actual problem is me.

I am the bottleneck in founder led sales.

And I know you have thoughts on this.

Yeah.

And I think the challenge is like, what is what are you uniquely capable of that no one else can do? Right.

And I think for and the truth is very little.

Well, I have one company where I do spend a lot of time doing sales, but I don't think of it as sales.

I just think of it as doing demos and just kind of like, you know, quite frankly, talking about what we do.

Yeah.

And customer research, basically.

And a lot of understanding to, you know, see what customers want and how to go after that.

I think another business I have, like a sales team, it focuses on that.

And so there, I think a lot more about like What data or what tools can we give them to help them widen their top of the funnel and just get better at sort of the metrics? It was interesting.

I was interviewing a sales person earlier this week and they were like, well, I organized my day.

And I was, cause I was like, how do you, how do you know you're doing great at sales? You know, other than like you hit your quota, but like, what are the early indicators? And he's like, oh, it starts with the morning.

I organize my day.

I have to do 22 cold calls every morning.

I send 15 cold emails and then I follow up.

But it was an interesting thing of like counting the metrics.

And it's funny because when I looked at sort of sales performance of the media company, it was the same thing.

It's like, how many new people did we touch? How many did we follow up with? Are we sort of expanding our sort of ICP or hunt? And so like, I'm curious about your world where you are this bottleneck.

Yeah.

Yeah.