Sales-led at $19k MRR with no sales team: how I run 12 demos a week alone

People assume "sales-led" means a team. It is me, a calendar link and a notebook.

• Every signup gets a personal email within an hour during the day, asking one question: "how do you plan shifts today?"
• Anyone with more than 15 staff gets offered a 20 minute call
• On the call I do not show the product for the first ten minutes
• I send the follow-up before I close the laptop, with their own words in it

Close rate on calls: 44%. Average contract: $140 a month. Median time from signup to paid: 9 days.

This is the job. Most people here would rather rewrite their settings page than do one of these calls. I include myself fifteen years ago.

I used the "do not show the product" rule on two calls after you told me in my accountability thread. Both people described the product to me before I opened it.

Same motion for clinics. I would add: ask who else has to say yes. In a clinic it is never the person on the call.

Yes. "Who else needs to be happy with this?" I ask it before the end of every call now.

Career sales person here. The follow-up before you close the laptop is the one that separates people. By the next morning you have forgotten their words and you write a brochure.