Interview with Don Lazzari, President, Delivering Value

In this conversation, Don Lazzari shares his extensive experience in sales and consulting, focusing on the critical aspects of building and managing a sales team, especially in emerging companies. He discusses the importance of recognizing when a founder-led sales approach needs to evolve, the significance of hiring the right sales talent, and the common pitfalls that founders encounter in the sales process. Lazzari emphasizes the need for a structured sales process, effective vetting of sales candidates, and the importance of maintaining momentum in sales conversations.