7 Failure Modes of Enterprise Tech Sales
Why companies won't buy your product, even if it's good
After speaking to many founders, I realized many have misconceptions about how enterprise sales works, especially when selling to the really large (Fortune 2000) enterprises.
In fact, I have found most sales motions fail for reasons not related to your product, features, sales package, pricing, etc, but for seemingly random externalities that seem baffl…