Mike Heller is a renowned go-to-market advisor who has helped shape the sales strategies at companies like Dropbox, Whimsical, and Clearbit. He currently advises seed to Series A founders on crafting and executing their go-to-market strategies, while serving as a venture scout for Craft Ventures.
In this episode of ‘Minimum Viable Podcast’, go-to-market expert Mike Heller unveils the hidden playbook of founder-led sales—from his groundbreaking work as Clearbit's first go-to-market hire to transforming early-stage startups into sales powerhouses. Drawing from his experience scaling Clearbit's sales team, Heller reveals the counterintuitive principles that separate successful founder-sellers from those who struggle.
Discover why most founders sabotage their sales efforts by talking too much, and learn the two fundamental pillars that drive every successful early-stage sale. Through real-world examples from his consulting practice, Heller demonstrates how authentic positioning and strategic silence can transform skeptical prospects into enthusiastic buyers. Plus, he shares the surprising truth about AI in sales—why it's revolutionizing deal strategy but falling flat in execution.
From leveraging advisory boards to turning company size into a competitive advantage, Heller breaks down the sophisticated frameworks that help seed-stage founders punch above their weight class. His approach combines tactical precision with strategic vision, showing founders how to balance immediate wins with long-term market positioning.
Where to find Mike Heller:
In this episode, we cover:
(00:00) Introduction to Mike Heller's Journey
(06:28) Transitioning to Consulting and Advising
(14:57) Sales Methodologies for Founders
(20:18) The Importance of Positioning in Sales
(25:28) Navigating Founder-Led Sales Challenges
(35:51) Scaling Relationships and Customer Success
(41:07) Authenticity in Sales and Building Trust
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