When you've literally built something out of nothing, asking investors for money is a 180° turn from how you normally operate. Instead of going to the market and validating your idea for yourself, when you raise capital, your whole business needs to be validated by a couple of investors in a room.
When your sales numbers fall short, it's easy to blame the new kids on the block. Jacco vanderKooij, a sales mentor for Storm Ventures, argues that SaaS companies don't struggle with sales because the new generation lacks people skills, but because companies cling to outdated sales processes. Your prospects want to talk to an expert, not a smooth-talking closer.