So you want to sell to the enterprise? - by Benn Stancil

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They'll be here tomorrow.

Ask for ten pitch decks from early-stage B2B startups, and you’ll get nine versions of this master plan: Build a delightful product that users love. Use that momentum to add features that small companies will pay for. Use that momentum to add features that enterprises will pay for. While doing that, disrupt an industry and dominate a huge market. It’s a story everyone loves. It feels pure, even noble—the company isn’t some gauche and cynical sales apparatus, but on a mission to solve a problem and make people happy. It seems intellectually clever—rather than taking on entrenched and…

So you want to sell to the enterprise? - by Benn Stancil

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