Enterprise Software Sales
topic on 4 shows · 4 statements across 4 episodes
the Y Combinator Startup Podcast 
Innovators & Investors 
the a16z Podcast 
20VC
4 statements about Enterprise Software Sales, every show
Chas Englander: Financial software sales require face time due to buyer career risk
“A lot of times you're speaking to folks that, you know, if they make a wrong call here, they could get fired, right? And so you spend a lot of time building that trust. I think the big part of that trust is, is FaceTime and getting in front of people, obviousl…”
Martin: Outbound cold-calling sales model no longer works in enterprise software
“That wasn't the case, you know, five, 10 years ago where you could just, you know, have a team of college kids, cold calling customers pitching, pitching their ideas. You know, that model unfortunately is, doesn't work anymore.”
Bookman: Modern enterprise sales reps target seven-figure software deals
“10 years ago, 25, 50, 75 it used to be like, all right, get to a hundred K. Now I think kind of big league enterprise salespeople think a hundred K deals is like tic-tacs and we need to be targeting seven figure deals.”
Casado: Enterprise software sales faces a $30k to $150k 'valley of death'
“In direct enterprise software sales, it seems to be this valley of death between like, say, 30 K and a 150. If you're 20 K or below, you know, it, you can call somebody up and they can pay for it. And let's say if you're 200 K and above, then you have a hopes …”