A company with a working product and a large customer count may still not know how to sell to enterprise buyers. Listen
Speaking hypothetically, Marc describes a company that has reached 5 million, then 10 million, and about 500 customers, and says the product works but the team has not worked out enterprise selling. He says this is where many companies go wrong when they move upmarket.
“But you haven't figured out how to sell to the enterprise.”
Listen to the episode Episode Sales process & deals Link to this Report a problem
From How to Build an Advisory Board w/ Jen Grant (COO, Cube).