“Acknowledge the growth stage you are in right now and the one you want to reach next, and ensure you have the flexibility – espe- cially people and processes - to bring the sales organization from one stage to the other.” “Think for yourself. Figure out the growth model for your specific company and market. It isn’t enough to take someone else’s blue- print and go-to-market approach and simply apply it.” — Jakob Gillmann, Adjust “Don’t hire someone simply because he is charismatic – hire someone who gets things done. A good project manager is the perfect sales rep.” “Customer experience is everything. Ultimately, the differentiator between good and great companies is how strongly they focus on customer success and implementation, post-purchase.” “Tech founders have issues recruiting good salespeople as they don’t know what they are looking for – and salespeople are very good at selling themselves.” — Stefan Groschupf, Automation Hero 69