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Founding Sales

by Pete Kazanjy

A practical guide to building an early-stage sales function from scratch, covering mindset, prospecting, narrative, negotiation, and hiring. Play through founder-led selling: crafting a compelling story, handling objections, managing pipeline, and scaling a repeatable go-to-market process.

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25 maps · 121 characters · 413 questions · free to try, no account needed · book links are affiliate links

Two ways to play the same book. Climb the platformer and answer to refuel.

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← → to move, Space to jump, ↓ + Space to drop through. Use the on-screen controls to run and jump. Orbs ask a question; a correct answer refuels the climb.

What's inside

25 maps, 121 characters and 413 questions, all generated from the book.

MAP 01

Forest of First Sales Mindsets

Shift from scarcity thinking to abundance and relentless activity.

5 characters · 17 questions

MAP 02

Castle of Directness

Learn to be direct and get straight to business with prospects.

5 characters · 17 questions

MAP 03

Ruins of Many Relationships

Build many shallow relationships instead of few deep ones.

5 characters · 17 questions

MAP 04

Volcano of Inevitable Sale

Assume the sale is inevitable and act with conviction.

5 characters · 17 questions

MAP 05

Ice Fields of Resilience

Expect to win, but stay unfazed by rejection.

5 characters · 17 questions

MAP 06

Cave of Diligent Records

Record everything efficiently to support your sales process.

5 characters · 17 questions

MAP 07

Desert of Authority

Be expert and authoritative to project fearlessness.

5 characters · 17 questions

MAP 08

Ocean of Transparency

Operate openly, making yourself at home in a glass house.

5 characters · 17 questions

MAP 09

Forest of Narrative Foundations

Craft a cohesive sales narrative and product marketing basics.

5 characters · 17 questions

MAP 10

Castle of Proof & Pricing

Build qualitative and quantitative proof and justify pricing.

5 characters · 17 questions

MAP 11

Ruins of Sales Materials

Create the essential materials needed to support selling.

5 characters · 17 questions

MAP 12

Desert of Outbound Prospecting

Master outbound prospecting and referral strategies.

5 characters · 17 questions

MAP 13

Cave of Introductions

Leverage warm introductions to open new sales conversations.

5 characters · 17 questions

MAP 14

Ice Fields of Appointment Setting

Schedule meetings and prepare prospects for the next step.

5 characters · 17 questions

MAP 15

Forest of Meeting Preparation

Prepare thoroughly before every sales meeting or demo.

5 characters · 17 questions

MAP 16

Volcano of Discovery

Conduct effective discovery conversations with prospects.

5 characters · 17 questions

MAP 17

Castle of Presentation & Demo

Deliver compelling presentations and product demonstrations.

5 characters · 17 questions

MAP 18

Ruins of Objection Handling

Navigate objections with confidence and skill.

5 characters · 17 questions

MAP 19

Ocean of Value Negotiation

Negotiate based on value rather than discounting price.

5 characters · 17 questions

MAP 20

Cave of Pipeline Management

Manage and maintain a healthy sales pipeline methodically.

5 characters · 17 questions

MAP 21

Forest of Customer Success

Deliver promised value through structured customer success.

5 characters · 17 questions

MAP 22

Desert of Quarterly Reviews

Run quarterly business reviews to reinforce customer value.

5 characters · 17 questions

MAP 23

Ice Fields of ROI Communication

Communicate ROI clearly to drive renewals and expansion.

5 characters · 17 questions

MAP 24

Castle of Talent Hiring

Evaluate and hire strong early sales talent.

5 characters · 17 questions

MAP 25

Volcano of Scalable Process

Build a repeatable, scalable go-to-market sales process.

1 characters · 5 questions

How the book becomes practice

Reading puts ideas in. Retrieval keeps them there. The game is the retrieval.

Walk the world of the book

25 maps, one per part of the book. Signs along the way hold its key ideas, so the walk itself is a refresher.

Battle the characters

121 characters, each a short quiz on one idea. Answer well and the map opens up; a boss guards the end of each one.

Missed ideas come back

Every question you get wrong is re-asked in rematches and boss fights until you get it right. That is the part that makes it stick.

Keep what you learn

Sign up for free and your demo progress, XP and best tower stage move to your account. Come back whenever a chapter starts to fade.

Questions

Is this the actual book?

No. This is a quiz game built from the ideas in "Founding Sales": 413 multiple-choice questions with explanations, spread over 25 maps. It works best alongside the book, which is why the page links to where you can get it.

Is it free to play?

You can play the demo on this page without an account (5 battles in the RPG and 10 questions in the tower). Sign up for free to keep going; premium worlds come with a preview and Lifetime Pro unlocks everything.

Do I need to have read the book?

It works either way. If you have read it, the game is spaced repetition for what you learned. If you have not, every question comes with an explanation, so the game is a fast tour of the main ideas.

Does my demo progress carry over?

Yes. Sign up from the game and the characters you beat, your XP and your best tower stage move to your account.

Are the book links affiliate links?

Yes. If you buy the book through one of them we may earn a small commission, at no extra cost to you. It helps keep the free worlds free.