If you're an entrepreneur running a self-funded startup, here's the full recording of a Q&A session with Hiten Shah & Steli Efti at Microconf 2016.

The first call. The first email. The first meeting. Getting the ball rolling is the easiest step but if you don’t have a follow-up plan, you’ve already lost. Why? Because amazing deals and valuable relationships don’t happen on the first try, or even the second or third try.

The follow-up bible has arrived! Grab your free copy of The Follow-up Formula: How to Get Everything You Want by Doing What Nobody Else Does.

Steli recently gave an interview at the NYC Enterprise Sales Forum, a community for B2B sales professionals involved in complex sales cycles. Whether you’re doing enterprise sales or not, you'll still get value out of listening.

Selecting angel investors is a minefield: Play the game right and you’ll win. One wrong step and it’ll blow up in your face. But the dream of riches and Techcrunch-fame distracts many founders from the truth until it’s too late.

Everything you need to know about qualifying can be summarized with two questions: Can I help them? And can they help me? This is what we call selfless and selfish qualification. If you can say yes to both questions, you’ll never close a bad deal again.

Ready to hire salespeople but don’t know where to start? You’re in the right place. Steli Efti, the CEO of Close, recently did a webinar on B2B sales hiring. Although it’s geared towards B2B companies and startups, the principles can be applied to most companies.

Imagine yourself telling a difficult prospect, “You've enlisted my expertise and you've rejected it to go on the way you've been going. I'm not interested in that.” Before you can walk away, the once reluctant prospect is now anxious to do business with you.