Sessions · Advisor session
Turning early traction into a repeatable sales motion
Monday, August 10, 2026 · 12–1 PM PDT
This session has ended.
About this session
From First Sales to a Selling Machine
You closed your first customers on hustle alone, but you're still the entire sales team. Join FounderNexus and Mike Pinkel of the P.S.I. Selling community for a fast, focused session built for founders who do their own selling.
We'll cover the four challenges every founder-seller hits:
- Turning early wins into a repeatable sales motion
- Moving upmarket without breaking what works
- Sharpening your pitch and differentiation
- Building a sales process one person can run solo
Leave with concrete moves you can make the next day. Bring your hardest sales question — Mike's here to answer it.
Hosting this session
Mike Pinkel
Founder & CEO, P.S.I Selling
Mike Pinkel is the founder of P.S.I. Selling, where he helps B2B SaaS companies build sales processes that prove value and sales teams that can execute.
He founded the Mid-Market Sales Team at Coursera, where he was named Manager of the Year and was a key player in growing the enterprise business from ~$3M to ~$180M ARR. He also served as VP of Sales at a Series A startup, leading a team of 13. He's currently Director of Sales at Otter.ai.
Before his sales career, Mike graduated from Yale Law School, clerked for two federal judges, and worked as a litigator. He built the P.S.I. methodology by combining frontline sales experience with the rigorous methods of legal advocacy.
Next step
Have a question behind the session?
Share what you’re working through. If your company qualifies, we’ll reply personally within 24 hours.
For companies that have raised at least $1M from venture firms.