Establish a Sales Methodology – It is imperative that you and your team establish a “method to your madness” early in the customer acquisition process. Either adopt a specific proven sales methodology that fits your product/industry or weave together concepts across a few different methodologies to make your own playbook. This will help you increase your win rate and shorten the length of sales cycles. Here is a list of 14 popular sales methodologies. Once you hire a Chief Revenue Officer / Chief Sales Officer, allow them to have influence on how to adjust and adapt the methodology as the company matures.

Pitch to Customers with a Prepared Mind – Put yourself in the shoes of your customers (often key technology buyers) and think of ways you can stand out amongst the crowd. As a startup, it will require extra steps to earn the trust of these buyers. Be maniacal in your preparation before the first series of meetings ever take place.

Range by David Epstein. I fully believe that you need to be well-rounded and continually acquire new skills to ultimately stand out in your field. Range combines anecdotes from sports, business, and other arts/professions to explain why generalists, not specialists, are primed to excel.