Enterprise Sales Podcast with The Room

Today my interview with The Room Podcast went live.

We focused on how startups close their 1st Enterprise sale.
Episode link: Apple, Spotify.

1st — VALIDATE THE PROBLEM — Get feedback from potential customers, min 10.

Ask for advice not for them to buy. Need to know if this problem is urgent. If so, it’s easier to get a yes.

Here’s a post with an example cold outreach email.

2nd — DEPLOYMENT — Getting from verbal yes to an Enterprise being live & using your product is a journey.

You will have to go through security, IT & legal reviews in most cases.

Once live, we have to ensure the features we deployed are working. Expect your app to break a lot.

3rd — ENGAGEMENT — We need the customer to be using the product regularly, to ultimately be reliant on it.

Talk to your customers often to find the blockers they’re encountering & motivate them to try again.

Once a customer is reliant, the leverage for pricing switches to you

4th — SIGNED CONTRACT — If a customer needs your product, you can use the threat of them being turned off to ensure your contract is signed & paid on time.

Always try to get an annual contract, paid upfront. Quarterly is a fair compromise.

Plus, plenty more on metrics for success, sales mentality and pricing.

Take a listen and let me know your thoughts….

--

--

--

Pre-seed Investor. Email: ash@sterlingroad.com. B2B, US only. I work with founders for 3 months before investing. More info: http://SterlingRoad.com/process

Love podcasts or audiobooks? Learn on the go with our new app.

Recommended from Medium

My Top 5 Productivity Apps

Meet The Disruptors: Nicolas Chammas Of Sentral On The Five Things You Need To Shake Up Your…

What do Jerusalem Hi-Tech and Jerusalem Arts Have in Common?

Evaluating A Potential Angel Investment: First Look At The Jockey, Then The Horse

MRKTRS WKLY #38 — The roadmap for success: mental toughness, routines and smart decisions.

nice project

Seed Fundraising — Term Sheet Problems Part 2 — Boardroom Blues

Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store
Ash Rust

Ash Rust

Pre-seed Investor. Email: ash@sterlingroad.com. B2B, US only. I work with founders for 3 months before investing. More info: http://SterlingRoad.com/process

More from Medium

Investing in Clearword

Tech Startup Valuations Skyrocket — What does a Bubble Look like?

How Startup funding Works

9 Ways to Use Funding to Prepare For Your Next Raise