Take a look at these articles from Mark Suster about enterprise sales: http://www.bothsidesofthetable.com/2013/03/19/one-of-the-biggest-mistakes-enterprise-sta

Take a look at these articles from Mark Suster about enterprise sales: http://www.bothsidesofthetable.com/2013/03/19/one-of-the-biggest-mistakes-enterprise-startups-make/ http://www.bothsidesofthetable.com/2013/03/19/one-of-the-big... http://www.bothsidesofthetable.com/on-selling/ http://www.bothsidesofthetable.com/on-selling/ (look at the PUCKKA links, those are great)