3 HN users recommended this lecture2 months2018–2020score 2
Years with an HN recommendation, 2007–2026
Recommended to technical founders who need a practical introduction to B2B and enterprise sales.
Tyler Bosmeny, CEO of Clever, gives a Y Combinator Startup School talk on how early-stage companies should approach sales and build an enterprise sales team.
“This was a pretty good video on selling B2B from startup school” (HN, 2019)
There's a great video from Clever CEO about How to Sell: [this video] Basically he can tell if a sales conversation went well by how much each person is talking. If the customer is talking 80% of the time it went well. Vice versa not so well.
Customer talking 80 percent signals a good sales conversation
This was a pretty good video on selling B2B from startup school: [this video] 1. Prospecting 2. Conversations 3. Closing 4. Promised land(revenue) Slides of the talk: [link]
At [link] we're giving users a 30-day free trial provided you enter your CC details upfront. Our product will be involved deep enough into your tech stack that you need a bit more than the standard 7/14 days to try it out. We're testing this model first because of the feedback we got from other YC companies (we're part of YC SUS 2018). They said we should charge as soon as we can to get validation. Most of them charged too late and regret it because there wasn't enough commitment from their users. On this talk from the lectures [this video] , the speaker suggests going more aggressively at it and ask for an annual agreement with a 30-day money back agreement instead of a free trial. The point is that it gives us validation and commitment. We're discussing that now.
Speaker suggests annual agreement with money-back instead of trial
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