Enterprise Sales: Why Is It So Hard?

and get the market recognition that comes with landing a prestigious Fortune 500 customer, having an enterprise sales strategy can be a game-changer…

But before diving in headlong and investing the extensive time, effort, and whatever patience you can spare, you must understand all that is required and the challenges that stand in your way.

Big B2B ≠ Everyone

Selling to large enterprises is hard. Sales cycles are protracted and unpredictable.  Product requirements will be extensive and demanding. You’re selling to multiple different personalities, functions, agendas. There are purchasing specialists and full-time attorneys on staff. A reorganization can throw your deal into limbo. Or stop it altogether. The inefficiencies and general irrationality of your […]

VC Pitches and Customer Presentations

Let’s clear something up. There are pitches to VC investors and then there are sales presentations to potential customers. Do not be confused. They are NOT the same thing. With a VC pitch, you are presenting a consistent, structured story to one or more smart, hardened, calculating and time-constrained people evaluating you by way of […]

Founders and Sales

If you’re a founder (or a bootstrapper or solopreneur), keep reading. I have a Public Service Announcement for you. You need to know how to sell, and you need to be selling. Yes, we understand. You’re busy. You have a solution to craft, pressure to deliver, people to deal with and a company to run. […]