Paul Graham：Do Things that Don't Scale, Excerpt 7

He wrote "If a man has good corn or wood, or boards, or pigs, to sell, or can make better chairs or knives, crucibles or church organs, than anybody else, you will find a broad hard-beaten road to his house, though it be in the woods." [ 2 ] Thanks to Sam Altman for suggesting I make this explicit. And no, you can't avoid doing sales by hiring someone to do it for you. You have to do sales yourself initially. Later you can hire a real salesperson to replace you. [ 3 ] The reason this works is that as you get bigger, your size helps you grow. Patrick Collison wrote "At some point, there was a very noticeable change in how Stripe felt.

Source： https://paulgraham.com/ds.html
Locator：Essay, additional excerpt 7 · Verified：2026-10-19 · Verification：Short excerpt

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