Sales-driven startup CEOs are awesome because of one core reason: when things aren't working, they retreat to sales.
You know what product-driven startup CEOs do when things aren't working?
-> They ask engineering to build shit for them
-> I was this guy at many of my startups
You know what engineering-driven startup CEOs do when things aren't working?
-> They build shit for themselves
When things aren't working, people naturally retreat to what they feel most comfortable with. Developers build. Product managers design. Salespeople SELL.
I don't think that salespeople are the only people qualified to start a company.
I DO think that anyone who starts a company needs to become a salesperson.
-> Not do sales.
-> BECOME a salesperson.
If you're a startup CEO, ask yourself, "how much time have I engaged in sales this week?"
-> Customer discovery
-> Selling
-> Customer success
I guarantee you, the answer is "not enough."