[Music] At YC, we work with a ton of founders who are navigating the B2B sales process for the very first time. And I often notice some very common and easily avoidable mistakes that I want to talk about today. So, I'm going to describe the typical progression that a B2B founder goes through.normally starting with something like a a really poorly defined and overly long unpaid design partnership uh all the way through to the like the pro move which is a rapid well-defined tightlyun sales process that result ...