I think that in every start-up, you need the following:
- Someone who always wants to get things done
- Someone who obsesses over numbers
- Someone who is honest about things that doesn't work
- Someone who is eternally optimistic
The “someone” I describe above could be the same person. I have heard about start-up companies who don’t know who they are, they don’t have a business model, and they don’t have great market segmentation, in other words how to approach a market. Unless this is all in place, I would not work with them as I cannot guide them through a sales process or teach them how to sell more effectively. Not knowing who to target, who to sell to, what price points to be at can really impact how you can sell effectively in any marketplace.