Enterprise Sales | Startup School

[@chapterme]

Chapters (Powered by ChapterMe) - 00:00 - Intro: Sales process tips for founders 03:29 - Prospecting for potential customers 03:48 - Sales hypothesis and prospecting tips 05:15 - Outreach: List of leads for sales outreach 05:30 - Cold outreach vs inbound demand 06:30 - LinkedIn leads, cold emails, effective approach 06:59 - Cold emails waste time, encourage bad customers 08:21 - Founders waste time trying to sell products to startups 08:47 - Example: Building productivity software without coordinating with teams 10:09 - Qualify & Follow-up: Sales funnel mistakes ask questions, avoid adversarial approach 12:01 - Prospect doesn't care about problem, but offers solution 12:37 - Product Demo: Don't show off product, solve audiences' problem 13:42 - Demos have flow, magic moments 14:35 - Demo-friendly, cost-effective pricing tips 15:00 - Pricing: Advice for startups wait, ask questions, experiment 15:53 - Experiments, pricing flexibility, and surprise 16:44 - High prices lead to sales success 17:25 - Price negotiation tips for first-time salespeople 18:13 - Closing is not a single conversation 18:58 - Avoid surprises in procurement process 20:02 - Implement 21:40 - Roadmap for sales funnel success 22:01 - Outro

[@benjaminfranklin9074]

This is by far the best YC video

[@Marco-wz8xw]

The competing videos are also amazing, but this one is truly awesome.

[@jayesh_khanna]

I was watching this insightful video, and it got deleted halfway through! Was eagerly waiting for the reupload, thankss!!!

[@igorstjepanovic6953]

This video is pure gold. 100% correct based on my own experience as a founder. Bookmark this video folks, and watch it at least once a month!

[@badsanta01]

Are you hiring ?

[@rtusiime]

agree this is one of those "watch again" videos. Very rare!

[@khairm]

Advice this specific and tactical is gold especially with the reasoning behind it

[@samgeorge675]

Pete is absolutely right! There is demand for this information. For early stage startups dealing with top-down enterprise sales, this info is golden.

[@susan908]

This is incredbly good! I hope Mr. Koomen does more videos. There are too many "how to sell" videos for start-ups that just yammer on about all the stupid things founders do, instead of telling the viewer what is the right thing to do and why

[@codewithfongoh]

I was watching this and it was deleted, I almost lost my mind. Thank God its back. Thank you YC

[@samgeorge675]

If folks are contemplating with cold emails like me, Pete said it right. If you are not gonna be excited reading the email you are sending, then your prospect won't either. I just needed to hear this to trust my intuition. Mass email campaigns are perhaps not for early stage enterprise sales.

[@entrepreneuw]

This is pure gold! Thank you Pete Koomen and YC for sharing this content! ❤

[@Marco-wz8xw]

ABSOLUTELY great content! A must watch for a whole sales team! I’ll certainly come back to it many times until I have memorized it, haha. Thank you for sharing! 🎉

[@hirosyee]

Wow, this is absolutely amazing! I'm incredibly excited and can't wait for more detailed videos on each topic.

[@productfeedback]

Can confirm this with 15 years of experience, ask the right questions

[@chuhaoliu5050]

Very practical video ❤

[@gedossman]

Great video! Especially on the importance of implementation stage! at Interf, our initial idea was to build an AI adoption agent to help vendors with the implementation stage - still believe it's a good problem to solve!

[@ThePrasanna_]

Great video YC. After a long six months on startup school series.

[@samirnamani3329]

This is the most valuable video I ever saw about sales!

[@Computer-v5e]

I needed this video thank you YC

[@AbhishekPatel-si7uq]

Yes. This is helpful. Applicable right now and we are going to meet to take action following this immediately.

[@skarbe_ai]

Amazing video, it took us many month of trial and error to get here!

[@moralespanitz]

The YC video I've been waiting for a long time

[@viktorfromsales]

Great job breaking down the fundamentals of founder-led sales 👏🏻 overlaps a lot with what we cover with founders we mentor

[@arpitsingh4937]

Is there any yc audience group? Or can we create one? Imagine all people watching this in a community. Because of yc s wisdom amazing products and programs can emerge. Looking forward

[@sarimae9655]

I agree. You can start one, would be happy to join 👍🏽

[@matiasarmani7893]

WOW, pure gold 100%. Just thanks!

[@Nadyusa]

Agree the most useful thing I’ve seen so far. And I reckon the strategy can be applied for landing a high profile job as well ;)

[@AndreyViktorov-b7y]

Viery powerful. Thankyou!

[@MichaelChenAdventures]

Pete this is fantastic thank you!

[@inglam]

The best YC video ever

[@saullotzof]

Brilliant, brilliant video. Thank you!

[@thetoolist]

Thanks for publishing it again, its a really interesting video !

[@ba8e]

AMAZING! Thank you.

[@iyebiyeolawuyi1832]

Really nice information. Thanks for sharing. But then, about not showing them your product on the first call. If you're selling to lawyers for example whose time is really valuable and change clients by the hour. How easy would it be to book a 2nd call with them when you only managed to book the first call (especially when you hadn't shown them the product yet in the 1st call)?

[@crockslock]

Amazing. Thanks for

[@zoravursingh5617]

they're re-releasing this like a pre-product market fit startup

[@JadVillanueva]

Please do more startup school videos 🙏🙏🙏

[@ycombinator]

More on the way!

[@hustlin_heev]

This was a great video, I really enjoyed watching it. If you have a product where the person experiencing the problem everyday and searching for a solution is a lower level employee who must have approval from the higher ups to purchase new software, do you do cold outreach to them or to their higher ups?

[@rtusiime]

Ideally both. Create evangelists through the lower level employee, but also pay attention to what motivates the senior level decision maker.. they usually have different priorities, but at the end of the day, if you can demonstrate that it saves the business money, or make more money, you have an in.

[@danielterrero7956]

top video, amazing amount of value

[@mrjohncrumpton]

Excellent, thank you.

[@Guanggge]

if you get a customer paying for high price, but you launched early and product quality is not on par will they loose trust on you?

[@george_davituri]

Thanks for sharing

[@elliottbailey2522]

@0:46 whup! time to go.there goes the corny side view angle

[@samyogdhital]

Loved it thanks!

[@bakkadavid]

Can you share any books on this?

[@inquery-ai]

Founding Sales by Peter Kazanjy !

[@hankyuljang9184]

Awesome video!

[@Lee1212]

Link to free Founding Sales book?

[@CreativeDm9]

Is Founding Sales free onilne? Can anyone point me to the pdf / site?

[@MaksymSutkovenko]

Super video.

[@ItayHilel]

more like this!

[@quickmaths4762]

Great video. However I think the title should not mention „Enterprise“. Almost made me not watch it. But then I realized this is the general YC Sales video, not so much tailored to Enterprise

[@machapuis]

This is gold

[@trailblazermastery]

What about lead nurturing .... which comes after lead generation... resulting in sales-ready leads? Getting a stranger into a sales conversation is a bit of a fantasy. No?

[@sugulper]

Gold!!

[@Mysanskar43]

Hello

[@mrprao3]

For a sec I thought it was Robin Sharma😅

[@BauAnalyse]

why is it so out of sync?!

[@Jpowwwww]

wii business