01
The CRM you set up in month two has not been opened since month three.
What a signal looks like
Someone describing the problem your product removes, in their own words.
Searches that surface it — these go in LinkedIn’s content search, not the people or jobs tabs.
Without a habit
What usually goes wrong
02
Early conversations live in your head and vanish when you get busy.
03
No sense of which channel actually produced the first ten customers.
The routine
How B2B founders use it
Save the exact words they used
The post is kept with the lead. Their phrasing is your next landing-page headline.
Follow up like a person
Set a date, come back with something useful, and skip the sequence.
Export when you hire
When a real salesperson joins, CSV out and hand over a pipeline with context attached.
A scale that fits the work
Stages for B2B founders
Cold is fixed; everything after it is yours. This is a starting point you can rename in about thirty seconds.
Cold
Saved
Talking
In conversation
Demoed
Saw the product
Customer
Paying
Questions
What happens when I outgrow it?
Export everything to CSV, including notes, statuses, groups, and follow-up dates, and import that into whatever CRM you graduate to.
Start the habit this week.
Install it, run one search, and save five people. That is the whole first session.