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cover of episode Every Founder Needs To Sell w/ Frederic Kerrest (Co-Founder, Okta)

Every Founder Needs To Sell w/ Frederic Kerrest (Co-Founder, Okta)

2025/6/11
logo of podcast The Science of Scaling

The Science of Scaling
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Mark Roberge: 作为创始人，我认为首要任务是销售，必须适应并擅长销售。创始人不仅要向客户和投资者销售，还要参与到销售代表的销售漏斗中。 Frederic Kerrest: 我和联合创始人在麻省理工学院开始合作，探索身份管理以外的系统管理等领域。我们通过自筹资金和朋友家人的种子轮融资启动了Okta。在经济衰退时期创业虽然艰难，但从后见之明来看，这实际上是明智之举。我每月计划与18位新的IT专业人士交流，了解他们的问题和需求。作为创业者，我认为首要任务是销售，需要适应并擅长销售，并走出舒适区。需要成为价值的沟通者，这对于招聘和融资等各个方面都很重要。在寻求帮助时，也要明确你能为对方带来什么价值，实现双赢。

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Every founder needs to sell. If you're not comfortable selling, then get comfortable.

I see too many founders think that once they've secured the first revenue & gotten Series A they can hire a professional sales team. Wrong.

Today's guest Frederic Kerrest (Co-Founder, Okta) tells us why it's so important for founders to be salespeople, and the when & how to start building your team.

Use referral code: SOS to request your spot at this year's  ⁠⁠HubSpot AiSummit 2025⁠⁠) in San Francisco on June 11.

Get our Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠⁠⁠https://clickhubspot.com/scienceofscaling⁠⁠⁠⁠⁠)

The Science of Scaling is a HubSpot Media podcast // ⁠⁠⁠⁠⁠⁠⁠⁠⁠__Learn more about HubSpot for Startups__⁠⁠⁠⁠⁠⁠⁠⁠⁠) // Produced by Matthew Brown