Episode Details

Mitch Causey had no sales background when he started selling SaaS without sales experience. He ran a one-person SEO agency using spreadsheets, then turned those into software and grew DemandWell to $1M+ ARR.

Learn how Mitch built a SaaS sales process by selling SaaS without sales experience first, pre-selling software before it existed, and developing a founder-led sales playbook before hiring reps.

Mitch is the co-founder of DemandWell. His journey of selling SaaS without sales experience started with a concierge MVP and referral-driven founder-led sales that reached $150K before building any code.

🔑 Key Lessons

• 🤝 Selling SaaS without sales experience builds a repeatable playbook: Mitch closed every deal himself before hiring AEs, handing them a proven pitch rather than guessing.
• 🛠️ A concierge MVP validates faster than building software: Mitch ran DemandWell as a manual service for 18 months, proving the idea before any development spend.
• 🤝 Pre-sell by delivering the outcome manually: DemandWell sold contracts before the product existed, demonstrating founder-led sales at its best.
• 🚀 Hire an SDR before AEs when selling SaaS without sales experience: Outsourcing lead gen freed Mitch to refine the SaaS sales process and focus on closing.
• 💰 LinkedIn ads work when ACV justifies the cost: DemandWell's $30K average contract made LinkedIn viable, with near-100% MQL-to-qualified rates.

Chapters

• Introduction
• What DemandWell does and who it serves
• Starting as an agency with no software plans
• The 18-month concierge MVP with spreadsheets
• Revenue and customer count
• The people plus platform coaching model
• How a non-technical founder built the product
• From $0 to $150K through referrals
• Selling SaaS without sales experience and pre-selling
• Hiring an outsourced SDR for the SaaS sales process
• Bringing on account executives
• Why LinkedIn ads work at $30K ACV
• Founder-led sales and scaling advice
• Lightning round

Resources

• Full show notes: https://saasclub.io/303
• Join 5,000+ SaaS founders: https://saasclub.io/email