INSIGHT #7: Why Understanding FOMU (Fear of Messing Up) Is Critical for Selling to Enterprise Clients + Why 'Demo, Sell, Build' Is the Right Approach to Product For Most Startups

This is an insight from our previous conversation on focusing on the key principles of successful B2B sales:

• How to Apply "Sell, Demo, Build" philosophy
• Increase FOMO, reduce FOMU (Fear of Messing Up)
• Decide if you are selling reduced costs or increased revenue

Kalev Kaarna is a Mentor at Creative Destruction Lab and recently became ex-VC at Superangel where for the past 5 years Kalev operated as an investor and startups coach two in one. Kalev has specialized in propelling early-stage software and deep-tech startups to significant growth, with a keen focus on AI/ML, robotics, logistics, mobility, and SaaS B2B sectors. His prowess in guiding startups through initial challenges, especially in the Nordics and Baltics, is marked by his success in leading Superangel's accelerator program, where 33 startups collectively raised €40M. 

Listen to the full conversation with Kalev here on Episode 146:

• Link to Spotify
• Link to Apple Podcasts
• https://www.pursuitofscrappiness.co/episodes/146-kalev-kaarna

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