a few enterprise sales thoughts ... 1. the entire game is about expansion; beyond just seats. once you're in, you're in ... getting in is the hardest part (i.e. the land) -- all future rev. multiples are in expand. 2. selling a $100K deal is often same effort as closing a $1MM deal 3. deals get closed in text; if you're not texting there's a lot at risk 4. corporates entire job is to build for the boss; the frame needs to land for their boss/board (i.e. C-suite) 5. tier 1 logos ARE the early adopters; everyone has this wrong 6. procurement is designed to slow-down momentum in buying process; meaning it's the justification stage; do not let this go more than 30-45 days 7. founders involved in the sales process is the biggest competitive advantage of it all; visionary/passion hits so, so different 8. services are their largest budget line item; find a way to leverage this; it's also the fastest way in 9. make all your claims auditable; for example: "we save you 1,000+ hrs" feels very sales-y and far reaching 10. the sales team with most insider intel will always wins 11. selling the problem is a waste of time; critical to understand, YES, but seldom why they buy -- fastest way to commoditize yourself