How to Land Enterprise Deals Without a Sales Team | Rick Goff, Routemize | Growth Focus Podcast

In this episode of the Growth Focus podcast, host Gary Lafferty speaks with Rick Schott, an experienced executive in the SaaS and startup space. They discuss the challenges founders face when trying to grow their businesses, particularly when hitting growth plateaus. Rick shares insights on the importance of hiring the right team, creating a clear vision for the future, and leveraging AI to optimize business processes. The conversation also touches on customer acquisition strategies and the significance of reducing churn to ensure customer success. Rick emphasizes that founders must perceive the value of their product and be proactive in their approach to growth.

✅ Timestamps / Chapters

02:15 – Rick’s journey

05:12 – Why founder-led sales works (when it works)

09:34 – The real risk in enterprise buying

13:45 – Anatomy of a successful sales conversation

19:26 – Handling long sales cycles

23:14 – Signs of early product-market fit

26:41 – Positioning mistakes founders make

30:10 – Rick’s advice to new founders

32:00 – Final thoughts & wrap-up

What You’ll Learn The sales playbook Rick used to win enterprise clients Why founder-led selling beats traditional outbound early on How to build credibility when you're still unknown The biggest mistake founders make when pricing enterprise services How to scale from scrappy startup to credible authority Key Takeaways Enterprise sales is not about charm. It’s about risk reduction and strategic framing. Most consultancies pitch too much and position too little. Selling $100K+ deals starts with one thing: authority.

Chapters

• (00:00:00) - Growth Focus Podcast
• (00:00:54) - Startups and Early-Stage Growth
• (00:03:47) - What challenges have you faced as a founder?
• (00:05:00) - When do you think it's the right time to separate roles?
• (00:07:09) - When to Hire a First Hire?
• (00:08:23) - What Do SaaS Companies Need to Do to Grow?
• (00:10:20) - Bootstrapping: The Leapfrog Feature
• (00:13:57) - What Excites You About Drip Jobs and Route.ai
• (00:14:56) - How To Differentiate With AI in Your Company
• (00:18:45) - Will Google's Randomize Assist Companies' Schedules?
• (00:22:39) - How To Acquire Customers Through Digital Marketing
• (00:24:39) - Be the best kept secret in the business
• (00:27:04) - How to Stop SaaS Churn
• (00:31:09) - Steve Jobs on the Future of Software
• (00:32:43) - Rick Rickshaw on Breaking Through The Glass Ceiling
• (00:34:22) - Growth Focus: Episode 3