Lenny's Podcast · Dec 15Founder-led sales | Pete Kazanjy (Founding Sales, Atrium)
Pete's current company, which he sold himself in 2016 and 2017. It suits teams of 10 to 300 sellers, and he turns away one-seller companies that would churn. Its stages are discovery, data light, preview, then commercial discussion, and setup takes about five minutes with a Salesforce sign-in.
Tips
- Track stage-to-stage conversion as leading indicators, not just wins▶ 22:30Atrium's own stages are discovery, data lit up, preview, then commercial discussion.
- Be tight on your ICP and personas▶ 36:40Pete declines to sell Atrium to a company with one salesperson because they will be unhappy and churn.
- Expect to need several passes through the pipeline for big accounts▶ 59:00A Atrium seller ran three or four opportunities at Grin before landing it. Grin now manages about 100 SDRs and 80 AEs on Atrium.
