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
Popular Podcasts
Cold Case Files: Miami
Joyce Sapp, 76; Bryan Herrera, 16; and Laurance Webb, 32—three Miami residents whose lives were stolen in brutal, unsolved homicides. Cold Case Files: Miami follows award‑winning radio host and City of Miami Police reserve officer Enrique Santos as he partners with the department’s Cold Case Homicide Unit, determined family members, and the advocates who spend their lives fighting for justice for the victims who can no longer fight for themselves.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.