"To break the rules, you should know them and be able to play by them first."

The lesson I learned after the recent CashFlow game.

This is also why I joined my brother's Volodymyr software development agency, Gearheart.io, as a partner two months ago. I've been building sales and marketing there and learning a new world for myself.

Looking for a new startup idea, I became fascinated with B2B Sales. There have been many changes: many classical salesmen are out of jobs, dozens of impressive AI tools, and outdated CRM systems without social selling possibilities. It sounds like an opportunity for me.

I found two startup ideas in this direction. I was doing my research, reading books about the industry, conducting dozens of customer development interviews, and somewhere in the middle, I had a call with my brother, who always struggled with lead generation in his business.

"If you're so interested in sales, why don't you join us and build sales & marketing for the agency?" - Volodymyr asked me.

It is hard to overestimate the importance of practical expertise in the industry for B2B startup founders. Even after the research, tons of articles, interviews, and books, I felt like I still didn't know the tiny details that usually make the difference. Before starting my first business, LOOQME, I worked in a media monitoring agency for four years and knew every detail; before starting Jiffsy, I didn't have e-commerce expertise, that's why I partnered with one fashion brand to build an e-commerce part for them and gain this expertise (it was not enough by the way).

Let's get practical expertise in true B2B sales! 

P.S. Only two months have already shown me that there are lots of things to learn, and it is something intriguing to find differentiation for the service company among other million companies that do the same.