Sales Is Just Talking to Users

Technical founders dread sales because they picture the pushy stereotype. YC's reframe: sales is the same activity as talking to users, which you should be doing anyway. Find people with the problem, understand it deeply, and show them you can solve it.

This kills the excuse of waiting until the product is 'ready.' Every sales conversation is user research with money attached. The prospect who won't buy teaches you as much as the one who does, sometimes more, because they tell you exactly where the value falls short.

It also means the target list matters more than the pitch. Talk to people who actually have the problem. A warm, friendly meeting with someone who doesn't have the problem, or doesn't have budget, is not progress. It just feels like it.