207. Adam Dorrell, CEO & Co-Founder of CustomerGaige - Founder-Led Sales vs Scaling: The Hard Transition Nobody Talks About
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207. Adam Dorrell, CEO & Co-Founder of CustomerGaige - Founder-Led Sales vs Scaling: The Hard Transition Nobody Talks About
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About this listen
In this episode, we’re joined by Adam Dorrell, CEO & Co-Founder of CustomerGaige, for a candid conversation about one of the hardest founder transitions: when, and how, to step out of the sales seat without losing the magic that makes founder-led selling so effective.
Adam shares the real story behind building CustomerGaige over 16 years, growing it into a recognized international player with a lean global team.
We dig into:
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Why founders often try to hire a sales leader too early, and what confidence has to do with it
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The painful lessons of cycling through sales leaders who took over the process too aggressively, and what it cost
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The unsexy truth: you can’t scale sales before you’ve truly nailed ICP + story + value prop
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How Adam and his co-founder ultimately found the right model:
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Where a Co-founder adds the most value to the salesprocess at this phase of the business
If you’re a founder trying to scale sales, or a sales leader working with founders, this is a practical and honest take on where founders should stay involved, and where they absolutely shouldn’t.