15 minutes with Kurt. You leave with a clear view of where your pipeline breaks.
Why founder-led sales hits a ceiling
Founders close because they know the problem deeply, carry the vision and can make decisions on the call. None of that is written down. Pipeline comes from the network, so it's lumpy. And the founder's calendar caps the number of deals the company can work.
Stage 1: Write down what you already do
Record your calls. From ten or so of them, pull out: the questions you ask in discovery, the moments buyers get interested, the objections and your answers, and how you decide price. That becomes playbook version one.
Stage 2: Define who buys
Look at closed-won and closed-lost. Group the wins into two or three ICP lanes. For each: company profile, trigger event, buyer role, the pain in their words.
Stage 3: Build pipeline that doesn't need your network
Run outbound into one lane at a time with messaging from your buyers' language. Set up separate sending domains, keep volumes sensible, and review replies weekly.
15 minutes with Kurt. You leave with a clear view of where your pipeline breaks.
Stage 4: Hand off by stage, not all at once
Hand off discovery first while you join demos; then demos with you on closing calls; then full deals with a weekly review. Each step has a clear signal that it's working.
Stage 5: Stay close without being on every call
Replace call attendance with a system: stages with exit criteria, a scorecard, recorded calls you review, and one weekly pipeline meeting. See pipeline stages and exit criteria .
Common mistakes
Hiring a rep before any of this exists; handing off everything in one week; measuring only closed revenue in month one; letting the CRM go stale.
How GrowthGeek helps
The 90-day build runs these stages and puts a managed closer in the seat.