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Enterprise Sales | Startup School

Y Combinator

2.4M subscribers • 17 videos on Hallway

YouTube
  • Recommended by 2 people: 2 on Hacker News.
  • Presented by Pete Koomen, co-founder of Optimizely

Beginner. No background in the topic needed.

222K views2 years ago2 recommendations

Careers and interviewsStartupsInside tech companiesCareer growth

Pete Koomen breaks down the enterprise sales funnel and shares tips on how technical founders can start closing deals.

Y Combinator Group Partner, Pete Koomen, led his startup, Optimizely, to $100M ARR. In this video, Pete breaks down the enterprise sales funnel and shares his top tips on how a technical founder can start closing real deals for their startup. Apply to Y Combinator: yc.link/SUS-apply Work at a startup: yc.link/SUS-jobs Chapters (Powered by bit.ly/chapterme-yc) - - Intro - Prospecting - Outreach - Qualification - Pricing - Closing - Avoid surprises in procurement process - Implement - Outro

Why it's here

2 people recommend this

What people say. Recommended as a great, compact summary of the enterprise sales lifecycle for technical founders.

artembugaraon Hacker News • Recommends

On “Ask HN: How to learn marketing and sales as a solo entrepreneur?”

I’m a YC founder who did 0 to 2M ARR in founder led sales with absolutely 0 sales background. I’m basically a self-learned coder who had to take CEO role, therefore doing sales. I find this video about enterprise sales from Pete Koomen (YC Partner) to be the best summary: link to this video
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jameslkon Hacker News • Recommends

On “The real "Wolf of Wall Street" sales script”

…age. Once you know whether the prospect has a problem you can solve, then you launch into the real sale, generally a presentation or demo tailored to the prospect’s problems and goals. YC posted a pretty good, compact video on enterprise SaaS sales recently, which explains the typical sales lifecycle at a high level and contains further resources: link to this video…
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jppopeon Hacker News • Mentions

On “Ask HN: Resources to get better at outbound sales?”

…of the Game by Neil Strauss. I did enjoy "the Wedge" training by Randy Schwantz... that one you should do the video not the book. It also sounds like you could use some marketing stuff so I'll throw some of that in there too. In no particular order, and please keep in mind this is off the top of my head: * Influence (the classic) * YC videos (e.g. link to this video , link , link , etc) * Thinking Fast and Slow * Purple Cow * Clayton Christensen stuff * Spin Selling * Challenger Sale * Guerrilla marketing (for the mental muscle) * Jeffrey Gitomer (basic but useful) * Lean Startup (for positioning) * Charisma Myth * Minimalist Entrepreneur (bits and pieces) * The presentation secrets of steve jobs (…
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