Every entrepreneur knows the realities of founder sales; constantly searching for early adopters to evangelize and convert at whatever price the market will bear.

It’s critical that while on the mission, that you not only close the key customers who can signal the broader market, but that in doing so you structure your sales model to drive the success of the layers beneath you.

When things are going good, that's the time to make the move to reinvigorate and reinvent the dynamics of your relationship with the market.

By segmenting your sales approach you can design more intimate and strategically forward-looking conversations that can drive and ultimately control market-wide expectations of value and necessity.

Every business's growth flattens at some point; what differentiates the winners are those who realize that simply touting features and benefits and trolling for active buyers is a slow from of solution-selling suicide.

Unless you're leading your target market's understanding of the future, how it translates to success, and the order of priorities to reach it—someone else will; to their favor.