[ivanr]

April Dunford has two great books. Positioning comes first, then sales.

As a small outfit, you probably don't want to actually sell. The approach that worked for me was to focus on inbound marketing and let customers self-select and come to you. Have a great pitch, ideally right there on your web site. Then get them onto a trial, treat them as customer from day one and get them into your customer success programme.

In essence: build a great product, talk about it, find the right customers and couple with fanatical customer success.

Also, choose a problem for which there is a good audience: https://longform.asmartbear.com/problem/

[arunsivadasan]

Thank you! I searched for her and found an interview of hers by Lenny Rachitsky and its pretty awesome.