So I was having a chat with a VC the other day and he said something quite simple and obvious. To parapharse:

"Sales is everything in the early stage. I really wish that we saw more aggressive CEOs that had what it takes to close deals."

Yep.

All too often entrepreneurs take a build it and they will come mentality. Much more often than not it does not work that way. It is a big reason that founding CEOs get replaced. It is a big reason that the Series B or C is not an up round.

In the early stage sales is everything. Have someone on your team that can close deals.