enterprise sales

“Enterprises have really long sales cycles. So as a young startup, imagine, you know, putting in nine months of effort in a sales process where you don't know whether you will get something or not. And because it's a much larger company, your entire leadership …”

“The conversation has to happen at two levels for a senior decision maker. They, for them, what their team does is a black box. They don't need to know what software they use, what pain points they have. What is it that they want? They want lower Cost of custom…”

“There is enough horizontal solutions out there, which try to get to the, you know, 10, 20% of the problem statement by just like CRM's provider, very good customer, three 60 and a web based cloud based database, but they are very, very Thin in terms of being a…”

“What makes it noble in my mind is are those companies where they feel like the sales team feels like they're not alone in the trenches. When the bullets are flying, the competition is trying to kill them. The product team is with them. The engineering is with …”

“If you really boil everything down to why people buy it, buy three things. They buy time, they buy money, and they buy promotions. It's that simple.”