The core principle is that pre-product-market-fit enterprise sales constitute a distinct entrepreneurial function requiring founder-led execution via vision and credibility rather than hired personnel. This concept defines the Sales Hypothesis mechanism, which mandates targeting specific human actors with verified problem budgets before engaging in adversarial or indiscriminate outreach strategies. Within the domain of startup growth theory, this framework establishes that effective conversion relies on aligning solution delivery strictly to organizational topology and procurement constraints inherent to high-value B2B transactions.
The core principle is that pre-product-market-fit enterprise sales constitute a distinct entrepreneurial function requiring founder-led execution via vision and credibility rather than hired personne…