Enterprise sales for reluctant founders
Jul 19, 2023•1 hr 1 min•Ep. 7
Listen to this episode in Metacast mobile app
Don't just listen to podcasts. Learn from them with transcripts, summaries, and chapters for every episode. Skim, search, and bookmark insights. Learn more
Episode description
Enterprise sales gets a bad rap amongst indie founders, but at Tuple it's become an important part of their business model. In this episode, Ben shares all his tips and tricks on how to sell to enterprise customers as a small startup without letting it slow you down.
Discuss this episode on Twitter →
Timestamps
- (00:00) - Ben's notes on enterprise sales
- (02:58) - Ben's first time
- (04:56) - Tactic: Build a product that can grow bottom-up
- (07:12) - Tactic: Ask buyers to answer their own questions
- (08:34) - Tactic: Say no to more than you think
- (16:11) - Tactic: Your pricing should make you uncomfortable
- (25:38) - Tactic: Charge more for SAML single sign-on
- (27:50) - Tactic: Don't sign something without charging a lot
- (28:34) - Tactic: Put an expiration date on your quotes
- (29:12) - Tactic: Dodge pricing pushback with quarterly payments
- (31:06) - Tactic: Make sure you lose some deals because of price
- (33:26) - How procurement works
- (37:54) - How important is enterprise sales for Tuple?
- (47:59) - Tactic: Ask procurement, "what helps this deal get done faster"
- (49:49) - Tactic: Have a /security page on your website
- (53:07) - Tactic: Use Y Combinator's sales agreement template
- (55:47) - Tactic: You probably won't be sued
Links
For the best experience, listen in Metacast app for iOS or Android