Swagger!
In my experience, it is a function of strong preparation from both a product and pitch perspective. Technical founders tend to focus on the deficiencies in their product rather than the strengths when selling. It may make them feel embarrassed and lack confidence. the best medicine is to do as much as you can to bolster the product so you are confident it is valuable and then make the pitch fit your audience and your personality. And most importantly, put yourself in the sales situation over and over again and when someone says "no," you say "next" and move on to the next deal not reading into the rejection.
Carve your own path! Get some users, and then once the timing is right ask them if it makes sense to have a phone call about the higher tiers of features available.
It's a very different process compared to Enterprise Sales which has a lot of weird social patterns to navigate, in addition to dealing with competitors terms/pricing.