Steli Efti of Close


Today, I’m talking with Steli Efti, the Co-founder and CEO at Close, the only CRM to offer lead management, email sequences, predictive dialers, and more.

Steli has been somebody I’ve looked up to for a long time. I first heard him talk at MicroConf and his authenticity and passion, let alone expertise, blew me away. 

The next year he was hosting a small workshop on sales and even though I had absolutely nothing to do with sales I took his workshop because I knew there would be more than enough value there, even if I didn’t know how to apply it. 

And I was right.

Steli has built a remarkable SaaS company that profitably does many millions in ARR while fully remote and only raising a small amount of capital. That’s pretty much the dream for a lot of us.

He co-hosts a podcast with Hiten Shah and has been on dozens of podcasts himself, so rather than re-hashing things he has covered all over the internet, I tried to dig into some areas I haven’t heard him talk much about, namely how he has personally navigated the evolving role of CEO as his company grows.

If you’ve heard Steli before then you don’t really care what I say right now, because you know you’re going to listen and learn a ton while being entertained along the way.

If you haven’t, then you need to. But if you haven’t heard him before, then I should warn you that there will be a good bit more cursing than in other episodes. 

Honestly though, this was one of the most fun interviews I’ve done and also one of the most insightful and I know you’re going to get a lot out of this.

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Topics covered:

  1. Background leading up to today
    1. What does Close look like today?
  2. Founder’s lessons
    1. How would you describe your role?
      1. How is that different than 2 years ago or even last year?
    2. How have you navigated the evolving demands on your time?
    3. What new challenges are you preparing for as a founder?
  3. Behind-the-scenes
    1. What has been the hardest part of building Close for you personally?
  4. Where can listeners go to learn more?

Resources mentioned:

Where to learn more:

To hear more from Steli, tune into The Startup Chat, check out, or just send him an email.