How I Plan To Stand Out In 2025
I’ve spent 40 years on this earth, almost half of which immersed me in the sales world.
I’ve worked for many companies in two countries and partnered with nearly 100 founders through Inscaler.
Over the years, I’ve hired salespeople, listened to countless calls, run hundreds of sales meetings, I have lived and breathed sales all my life.
But what’s happening now feels like uncharted territory.
The world is noisier than ever.
AI is revolutionizing work, and the explosion of B2B solutions has made it more challenging to stand out.
In addition, there is a growing attention crisis. People are more distracted and more challenging to reach than ever.
For early-stage startups, the challenges have multiplied.
It’s harder to position your product now than 3, 5, or 10 years ago.
Many founders fail faster, not because they lack great ideas but because breaking through the noise is more complicated.
So, if you and I were in an elevator together, and you asked me
“I’m an early-stage founder. What do I need to do to sell more and sell better in 2025?” here’s what I would tell you:
1. Curiosity Over Velocity
When you’re on your first discovery call, don’t rush through it.
Slow down. Be genuinely curious.
Discovery is not about pitching your product - it’s about deeply understanding your prospect’s world.
How does their business work? What are their pain points? Why do they care about what you offer?
Ask open-ended questions. Not because you’re following a script but because you genuinely want to learn. Here are a few examples:
“Why are you interested in solving X [problem] ?”
“What have you tried so far, and why didn’t it work?”
“How do you see [your solution] helping with Y [the problem they are experiencing]?”
Curiosity builds trust.
2. AI: A Helper, Not a Creator
AI is one of the most powerful tools at our disposal - but only if we use it wisely.
My advice? Let AI assist you, but don’t let it take over.
Use AI to save time on research, organize your workflows, or analyze data.
But avoid relying on it for mass outreach or content creation.
Sending 2,000 AI-generated emails won’t make you stand out and will add to the noise.
Personalization is everything.
Let AI help you get personal, not remove the human element altogether.
3. Do the Things That Don’t Scale
I love this idea, which I first heard from Sahil Bloom.
The concept is simple: In a world obsessed with scalability, doing the things that don’t scale can make all the difference.
Think about it. Everyone is automating, streamlining, and optimizing.
But when you scale too much, you risk losing the personal touch that can win over a prospect.
In sales, being personal and relevant has never been more critical. So, take the time to do the things that “don’t scale.” Here are a few ideas:
Meet a prospect in person, even if it’s inconvenient.
Send a handwritten note or a thoughtful gift.
Attend their speaking event and grab coffee afterwards.
Write a genuinely personalized email addressing their specific challenges.
These actions take time.
They don’t scale. But they matter.
My 2 Cents
As we enter 2025, I’m doubling down on what I know works.
These principles have consistently driven results for me and my clients.
Here’s the reality: In sales, we lose more than we win.
The odds aren’t in our favour.
But by focusing on these principles, you can tip the scale in your direction.
Will these ideas guarantee a win every time? No. But they’ll help you cut through the noise and give you a real shot at standing out in a crowded market.
Thanks for reading this far; see you all next week
