Founders Need to Be Ruthless When Chasing Deals

Article

• Steve Blank advises founders to demand concrete next steps and commitments from prospects
• Enterprise deals stall when founders accept vague enthusiasm instead of funded pilots
• Framework: always leave meetings with a specific deliverable or date
• Warns against burning cycles on unqualified leads disguised as interested parties

Discussion

• Commenter notes vibe coding has made demos worthless as signals of real product
• Enterprise sales horror: close → vendor mgmt → 90-day payment terms described
• Book rec from thread: ‘Gap Selling’ for navigating multi-stakeholder B2B deals
• General praise; seen as timeless advice founders repeatedly need to relearn

Discuss on HN