# 089: Selling Your Hardware Product Via Remote Meetings

- Show: [Product Startup](https://hardwarepodcasts.com/podcast/product-startup)
- Published: 2021-08-18
- Length: 36m
- Page: https://hardwarepodcasts.com/podcast/product-startup/2021-08-18-089-selling-your-hardware-product-via-remote-meetings
- Listen: https://productstartup.com/

## Summary

Joseph Fung, founder of Uvaro, explains how hardware founders can systematize remote sales by using detailed checklists and focusing on discovery rather than immediate product demos. He advises founders to stop demoing in first calls to uncover deep customer pain points, which provides the language needed to train the first sales hires. Fung highlights that hiring sales reps requires understanding customer workflows rather than just product engineering, leveraging the founder's inherent bias to gain early traction.

## Chapters

- [0:47](https://hardwarepodcasts.com/podcast/product-startup/2021-08-18-089-selling-your-hardware-product-via-remote-meetings#t=47) Introduction: Joseph Fung and Uvaro
- [2:22](https://hardwarepodcasts.com/podcast/product-startup/2021-08-18-089-selling-your-hardware-product-via-remote-meetings#t=142) Systematizing Sales: The Founder's Process
- [5:39](https://hardwarepodcasts.com/podcast/product-startup/2021-08-18-089-selling-your-hardware-product-via-remote-meetings#t=339) Remote Selling and Discovery Checklists
- [15:47](https://hardwarepodcasts.com/podcast/product-startup/2021-08-18-089-selling-your-hardware-product-via-remote-meetings#t=947) Stop Demoing: Uncovering Pain Points
- [23:46](https://hardwarepodcasts.com/podcast/product-startup/2021-08-18-089-selling-your-hardware-product-via-remote-meetings#t=1426) Hiring the First Sales Rep: Customer vs. Product Knowledge
- [30:40](https://hardwarepodcasts.com/podcast/product-startup/2021-08-18-089-selling-your-hardware-product-via-remote-meetings#t=1840) Uvaro's Training Program and Sales Professionalism

## Topics

- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)
- [Hiring & workforce](https://hardwarepodcasts.com/topic/hiring-and-workforce)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Starting a product company](https://hardwarepodcasts.com/topic/starting-a-company)

## Most relevant to

early-stage companies

## Mentioned

- Uvaro (company)
- Mako Design + Invent (company)

## Related episodes from other shows

- [S2E02 Soliciting Negative Feedback, Understanding The Problem, & Building Sales Success | Ryan Frederick](https://hardwarepodcasts.com/podcast/being-an-engineer/2021-01-15-s2e02-soliciting-negative-feedback-understanding-the-problem-building-sales-succ) (Being an Engineer)
- [Timeless Sales Principals and Fundamentals w/ Mike Weinberg](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg) (The Manufacturing Executive)
- [Five Biggest Mistakes Hardware Startups Make with Customers with Dave Millman of BizDev Global](https://hardwarepodcasts.com/podcast/predictable-designs-podcast/2020-01-07-five-biggest-mistakes-hardware-startups-make-with-customers-with-dave-millman-of) (Predictable Designs Podcast)
- [#066 - How to apply lean startup principles to hardware, with Ash Maurya of Leanstack, USA](https://hardwarepodcasts.com/podcast/the-hardware-entrepreneur/2019-01-16-066-how-to-apply-lean-startup-principles-to-hardware-with-ash-maurya-of-leanstac) (The Hardware Entrepreneur)
- [S6E42 Ramzi Marjaba | From Idea to Approval: Persuasion for Engineers](https://hardwarepodcasts.com/podcast/being-an-engineer/2025-10-17-s6e42-ramzi-marjaba-from-idea-to-approval-persuasion-for-engineers) (Being an Engineer)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/product-startup/2021-08-18-089-selling-your-hardware-product-via-remote-meetings. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to Product Startup.