Enterprise Sales: Why Is It So Hard?

Written in collaboration with Sean Murphy of SKMurphy, Inc. For early-stage founders aspiring to scale fast and get the market recognition that comes with landing a prestigious Fortune 500 customer, having an enterprise sales strategy can be a game-changer. The visibility and legitimacy that these jumbo accounts engender are understandably enticing, and for some B2B […]

Big B2B ≠ Everyone

Selling to large enterprises is hard. Sales cycles are protracted and unpredictable.  Product requirements will be extensive and demanding. You’re selling to multiple different personalities, functions, agendas. There are purchasing specialists and full-time attorneys on staff. A reorganization can throw your deal into limbo. Or stop it altogether. The inefficiencies and general irrationality of your […]