7 Mistakes Founders Make When Chasing Their First Deals

The article outlines seven common pitfalls early‑stage founders encounter while pursuing their first sales deals, offering practical remedies to accelerate traction. It argues that founders should prioritize rapid customer engagement over product perfection, emphasizing hypothesis testing and iterative feedback as essential to achieving product‑market fit. The piece cautions against underpricing, urging founders to set initial prices that reflect value and test market willingness rather than defaulting to low rates for fear of rejection. It stresses the importance of identifying the economic buyer early, ensuring that enthusiasm translates into budget authority and contract closure. Active listening is highlighted as a key skill; founders are advised to allocate 80 % of conversation time to questions, capturing customer language to refine messaging. Diversifying prospects is recommended over chasing a single high‑profile lead, as reliance on one deal can stall progress. The author encourages continuous evolution of the pitch, noting that each interaction should inform adjustments to messaging and feature emphasis. Finally, the article advises founders to maintain sales responsibilities until a repeatable process is established before hiring dedicated sales talent, arguing that founder involvement shapes product direction and credibility. The guidance draws on observations from a16z speedrun’s early‑stage cohort, aiming to help founders close deals faster and generate the traction metrics that attract investors.