When he was talking about going around to these restaurants selling them their services. He failed to mention one key difference between selling for a established company vs a start up. In a company setting you are selling a proven product that already has a level of trust behind it. However, for startups you have to work harder to build that trust from the ground up. He even admitted that he got lucky that the Texas Roadhouse guy only went to the two restaurants they were in all the time and thought they were everywhere. That being said, he did have a very unique value proposition at the time. That technology was brand new and better for the customer and the restaurants. Now that form of reserving has become the standard. I think only some Olive gardens still use the physical buzzers.
Back to my main point, it takes a lot of dedication to the product and customer for a salesperson in a startup. Evan’s product was objectively better than the traditional method. However, not all startups are objectively as compelling. You also have to sell yourself to convince others that you will back up your product if anything happens to go wrong. Because once again your not a proven company with a customer service record yet. The point is that selling for a startup requires a lot more faith and persistence than a typical sales job.
trischlerba23 
maysrj23 
BlankAD21
Great post! Evans story is a really cool one to learn about for sure, especially due to him attending Grove City not too long ago. I do agree that it takes a lot more dedication especially in sales due to people needing to be convinced of a new product.