Avoiding False Positives in B2B Sales: Test Before You Scale

One deal doesn’t mean you’ve nailed it.

In B2B tech, it’s easy to get excited when a new customer signs on. But early sales success can be misleading. Just because someone bought doesn’t mean your go-to-market motion is repeatable or scalable.

If you start scaling based on isolated wins, you risk falling into the trap of false positives.

🚩 What’s a false positive?

A false positive is a deal that gives you the illusion of product-market fit.
Maybe they bought because of a warm intro, a custom feature, or your personal hustle—great in the short term, but not something your team or GTM engine can repeat consistently.

Scaling based on one-off wins spreads your resources too thin and kills momentum.

🧪 Use the 5/90 Approach

To avoid the trap, run this test:

1. Five Similar Customers
Can you close five customers who all share the same profile, the same problem, and went through the same sales process?

2. In Ninety Days
Can you do it within a 90-day sprint—with focused messaging, targeted outreach, and measurable execution?

If yes, you’re not guessing anymore. You’ve proven you can repeat success—and now you’re ready to scale.

📣 What this means for you as CEO

This approach helps you avoid wasting months chasing noise. It forces discipline, sharpens your ICP, and gives your team the focus they need to execute with confidence.

The goal isn’t just revenue. It’s repeatable revenue.