The Entrepreneur Sales

I’ve been in B2B sales for almost six years now, and for just as long, I’ve been trying to define my own approach. Recently, after our startup moved from survival mode from -1 to 0, I found myself building a team and scouting the next set of key players (for another survival stage 0-1). It’s been the perfect time to reflect on what’s brought me success, and what might set me apart. So, here’s what I’ve landed on: I describe myself as an “entrepreneur” salesperson. Over the years, I’ve stopped thinking of myself as a traditional sales rep. Instead, I feel more like an entrepreneur, working alongside talented developers, a dedicated customer success team, and other crucial resources. This mindset has shaped how I approach sales, and it centers on a few core principles.

Product Love

I’ll never forget an early meeting with a client who spent nearly an hour explaining every detail about aluminum doors. Each type suited different construction needs and specific places in a house. The heat was stifling, his shirt was drenched, but his eyes sparkled. That’s what I call product love. Throughout my career, I’ve never been the most seasoned sales guy, but I make it a point to be the one who understands our product best. I read every new changelog and try out every update. I ask the developers to solve some ad-hoc cases to learn about products. How can an entrepreneur sell without deep knowledge and love for their own product? Never. Product love isn’t innate; it’s built. "Love is learned." There’s a lot to say about how to build product love, something for another post. But it’s essential to keep in mind about fostering this love.

Dignity

I prefer the term entrepreneur to businessman because it speaks to creating new solutions, not just existing profitable products. To be an entrepreneur, you need to keep a clear sense of dignity aligned with why you’re doing this work in the first place. An entrepreneur sales has standards they don’t compromise on. Personally, I won’t sell to a customer unless I’m confident our solution truly benefits them. The higher your standards, the stronger your relationships and opportunities become.

Ownership

An entrepreneur salesperson owns their successes and their failures. This spirit drives them to find the best conditions for making deals happen, not only in prospecting and closing, but in collaborating with other departments to ensure customer success and by staying curious about the industry and competitors. Ownership also means we know when we should do by ourselves and when we should ask the right person to do it. In these cases, an entrepreneur doesn’t just make a request; they “sell” it internally. They keep in mind not just why they need help, but also why the others should help them.

Ambition

An entrepreneur salesperson is born the moment their ambition comes to life. However, I belive that ambition isn’t something we’re born with, it’s shaped by our experiences, our work, and our trusted relationships. Without it, you’re easily sidetracked by short-term wins and losses and end up going nowhere. Ambition isn’t a destination; it’s about understanding yourself, your surroundings, and discovering the marvelous thing you can bring to the world and being paid back.

Am I a full-stack “Entrepreneur” Salesperson?

Honestly, this isn’t a title you earn, it’s a journey you explore. I keep nurturing my product love, raising my standards, expanding my ownership, and sharing my ambition a little more every day.

Do you want to be a sales rep, or build something entrepreneurial?