The first rule in enterprise sales is that the first human reaction will always be “No.” The former CEO of Routeware before he sold it to Vista Equity Partners

The first rule in enterprise sales is that the first human reaction will always be “No.” The former CEO of Routeware before he sold it to Vista Equity Partners said that he required his sales team to secure three clear “No’s” for each buyer within an organization before fully disqualifying a lead. So if you’re selling to a “software architect” and the CTO has to provide the final sign off. - three no’s from the architect - three no’s from the CTO It’s funny how easily we give up on potentially successful concepts by not getting to a “No” faster or even at all. It’s completely foreign to software engineers.