"Make sure you have an elevator pitch for multiple audiences. Don't wait too long before you start selling. The reality is you need to start selling day one, and you'll figure things out as you go. You also don't want to be a rhinoceros. You don't want to be someone who's got a big head and little ears. You want to listen well so that you can adapt the pitch to the need. You might learn something you had not thought about." - Michael Jongkind, Founder of Religent Health on the importance of sales in running a startup. This is Chapter 6: The Sales Hat The author of Startup Hats is David Gardner, a seven-time successful startup entrepreneur who now spends his time advising and investing in early stage companies at his venture capital firm Cofounders Capital. Working with startups ranging from software to breweries, David provides firsthand knowledge of what founders need to know to be successful – how to think critically, master time management, and avoid disastrous mistakes. A new chapter of Startup Hats will be released each week, but if you’d like the audiobook now, it’s available on Audible now!