In this conversation,⁠ Sanjit Singh⁠, a 5x Founder (3x successful exits), angel investor, and Fractional Chief Revenue Officer of Boltt,  shares his expertise on scaling sales and marketing in a startup environment. We’ll explore the key differences between “hunting” for new customers and “farming” existing relationships, with a focus on the skill sets required for each. Sanjit will also address the gap that founders, especially those from large corporate backgrounds like FAANG, often face when transitioning into startup life, and how they can bridge that gap to thrive in the startup grind.

Founders and executives tuning in will walk away with actionable advice on how to balance acquiring new customers with nurturing and retaining their existing base—vital for sustainable growth. Sanjit will share real-world examples of how to prioritize customer relationships, avoid the common pitfall of neglecting early supporters, and how treating every customer as your first or last can change your approach to sales and retention.

We’ll also dive into the challenges of pivoting in the startup world—how to make quick but impactful decisions, the risks of failing fast without adequate planning, and how to turn crises into opportunities for innovation. Sanjit and I will discuss how founders can avoid chasing after shiny new deals while neglecting the loyal customers who believed in them from the beginning—those who help keep the lights on.

Ultimately, the goal of our 30-minute conversation is to provide insights on how to lead with accountability, adapt to a mindset of rapid execution, and turn challenges into growth opportunities.

Watch, Listen and Subscribe on Desktop & Mobile:

Conversation with Cee:

1. Hunting vs. farming (CAC skill diff)
2. Cut-throat pivoting to fail fast
3. Founder ownership & accountability

Key Takeaways:

• Understanding the difference between hunting and farming is crucial for founders.
• Customer acquisition cost (CAC) and lifetime value (LTV) are key metrics for startups.
• Founders must balance acquiring new customers with retaining existing ones.
• Nurturing existing customers can lead to significant revenue growth.
• Sales strategies should be scalable and repeatable for long-term success.
• Experimentation is essential to find effective growth methods.
• Building strong customer relationships can lead to referrals and testimonials.
• Startups should focus on their core customers to maximize revenue.
• The 80-20 rule applies: 20% of customers often generate 80% of revenue.
• Founders need to be proactive in understanding their unit economics.

 

Connect with Cee:

1. Book a 15-minute business transformation consultation with Cee
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4. Connect with Cee on LinkedIn
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8. Subscribe and leave a review on Apple Podcasts

 

In this Episode:

• 00:00 Introduction and Context Setting
• 19:19 The Importance of Customer Relationships
• 30:21 Scaling Sales: Strategies for Success
• 37:45 Balancing Hunting and Farming

 

Featured Expert:

• Visit Sanjit Singh’s company website, Boltt.io
• Download Sanjit Singh’s whitepaper PDF “How to Diagnose Sales Problems Using Sales Forecast and Return on Sales
• Connect with Sanjit Singh on LinkedIn, here