Closing that next big customer in order to make the quarter wins the battle. Finding a top salesperson, one who will bring in hundreds of big customers for years to come, helps win the war.”

Before you sell your thousandth customer, your hundredth customer, or even your tenth customer, you have to sell that crucial first customer. For a new startup with no case studies or testimonials at its disposal, this can be a daunting task.

But eventually, one client signs on, and then another, and another. With a bit of luck, the lead flood gates open and you’re now tasked with scaling the sales process that got you this far. And this can be even harder than figuring out the first few months.