Enterprise Sales | Startup School
Y Combinator
Why leaders watch it
Practical walkthrough of the enterprise sales funnel, valuable for founders who need to sell to large organizations.
Y Combinator partner Pete Koomen, who led Optimizely to $100M ARR, walks through the enterprise sales funnel. Chapters cover prospecting, outreach, qualification, pricing, closing, procurement and implementation.
Takeaways
- Qualify prospects before investing time
- Sales is a process with measurable stages
- Find champions inside the customer
Topics: Persuasion & negotiation, Startups & entrepreneurship
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