# The Sales Playbook for Founders

**Author:** Tom Blomfield
**Type:** Video
**URL:** https://www.ycombinator.com/library/Mo-the-sales-playbook-for-founders
**YouTube ID:** DH7REvnQ1y4

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Navigating B2B sales for the first time can feel slow and overwhelming.  
  
Drawing from his experience founding Monzo and GoCardless, YC's Tom Blomfield shares his playbook for running a tight
sales process that lands real, recurring revenue. He walks through each step—free and paid pilots, opt-out contracts,
long-term deals—and shows how to prove value and close customers.

