Bootstrapping SaaS
Aug 30, 2019

Sales in a Bootstrapped SaaS with Louis Nicholls


This episode gets into the detail of why sales beats marketing at the early stages of your startup. And how to go out and sell.

Bootstrapping SaaS podcast is a new discovery and this interview with Louis Nicholls felt like listening to a real sales strategy meeting. Not an interview.

3 lessons…

  • Don’t focus on marketing in the early stages. Focus on sales. Why? Because sales gives you important feedback, immediately, on what you’e doing. It’s a conversation. Marketing isn’t. The person on the receiving end of your marketing can hit the back button and you’ll never know why. You need scale to get meaningful data from marketing. And at the early stage of a bootstrapped business, you don’t have the money to buy that data.
  • For this reason, don’t do recorded demos of your product. Even for a low price point. The feedback you get from a demo is important. You can use it later to create the perfect recorded demo.
  • Having an opinion that differs from everyone else can help you stand out in a crowded market. Putting yourself out there will attract people who want to stand with you.

Louis Nichols was a cofounder of a VC backed startup that exited and now he consults startups and founders on sales and marketing.

In this Episode we go down into the basics of what Sales mean for a bootstrapped Saas and how to go about succeeding with it.

Some of the things we talked about were:

  • The difference between Sales and Marketing for early stage bootstrapped startups
  • How to go about finding leads
  • Does it matter "who" is behind the product
  • Justin Jackson's "The Myth of a Niche Market"

Louis is currently running a course, with limited spots, on sales. For all the details visit:

This episode is sponsored by ColdFeed Studios. Shawn Inman, CFS founder, is offering a free 30-minute consultation for any founder who needs advice on how to move forward. Visit the website for details and signup for your free consultation spot.