Can you teach your sales process to at least one other person?

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The insight you gain from your first 10 customers will plant the seed of your future strategies—but you’ll need to gain even deeper knowledge to reach the 100-customer mark.

How to Scale from 10 to 100 Customers
To go from 10 to 100 customers, you need other people to help you, plain and simple. You’re going to burn yourself out getting to your 100th customer without establishing repeatable processes.


Hire a sales rep who can take all the insights you afghanistan telegram data gained from your first 10 customers and leverage those learnings to replicate your initial success. If you can’t teach anyone else to do what you can do, that’s a sign of trouble.

Go back to the drawing board and figure out what’s not translating. It might be a problem with your sales process, your messaging—or even the product itself. Now is the time to figure it out.

It’s also important to remember that when you’re going from customer 10 to 100, you still need to be in learning mode. Hell, you’re never not in learning mode, as far as I’m concerned.

But many founders are too eager to get to a place where they can say, “Finally! I’ve figured out customer acquisition perfectly! Now we can just sit back, turn on the customer hose, and watch our revenue grow!” Don’t get too confident. Always be learning.

Your first 100 customers give you the gift of a broader sample size—which means more variety of people to talk to. If your first 100 customers are validating your solution, how can you find others just like them?