To touch upon and dive deeper into your comment about how the author lacks expertise when selling into enterprise accounts. In enterprise I've found that most o

To touch upon and dive deeper into your comment about how the author lacks expertise when selling into enterprise accounts. In enterprise I've found that most of the time when prospecting the equation for selling is 95% TRUST & 5% VALUE. Enterprise customers have a lot to lose if your offering goes south on them, so they need to trust their vendors. That said it takes time to build trust. You can establish it over time by building authority and offering social proof in any industry. Going direct to customers is a good way to start revenue but it's tough to scale. HP sells 80% of its revenue through partners. Instead of going direct to customers you should build a channel sales program and build up partner relationships. Partners you work with should have clients already, clients you want. Clients that trust these partners because they do a good job. That's how you get into enterprise quickly and scale. I have built and sold five companies in the last 7 years. I was CIO at a $50M/year sales organization by age 24, now I am going to be taking over 170 (as of writing this) startups through a probono training on how to do sales for enterprise. I'd like to extend an invite to everyone on here if anyone is interested in joining our session. No cost to anyone for as long as I enjoy hosting it. It's going to be hosted over a webinar on May 26th. Email me hn (at) strapr (dot) com to get on the list.