Enterprise Sales | Startup School

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Strong rec artembugara · 2025-01 · on “Ask HN: How to learn marketing and sales as a solo entrepreneur?”

I’m a YC founder who did 0 to 2M ARR in founder led sales with absolutely 0 sales background. I’m basically a self-learned coder who had to take CEO role, therefore doing sales. I find this video about enterprise sales from Pete Koomen (YC Partner) to be the best summary: [this video]

Recommends jameslk · 2024-08 · on “The real "Wolf of Wall Street" sales script”

The attention grabbing and objection handling pieces are discussed in Never Split the Difference, amongst other ways to negotiate a deal. Basically ask lots of what/how questions until the other party negotiates themselves to your position. The rest of the script is just qualification questions, which you can find written about everywhere if you look up BANT (Budget, Authority, Need, Timeline) and MEDDPICC (Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition). I wish I had a good book recommendation for qualifying, but it’s the easier part of the sales process: you’re just asking questions and listening, setting yourself up fo

Cites jppope · 2025-12 · on “Ask HN: Resources to get better at outbound sales?”

I spent the first chunk of my career doing sales (2nd half spent in software engineering). Theres a lot of good books out there but you're going to find a lot of the direct advice to be non-applicable (as I'm sure you can pick up from the comments). Most of the Literature out there is directed at professional sales people, who for the most part are non-technical, have the backing of a marketing org, and are also different than a founder. Anyway, heres a reading list. Most of the trainings I've been a part of were custom built to the org or market, and frankly I learned more from Rules of the Game by Neil Strauss. I did enjoy "the Wedge" training by Randy Schwantz... that one you should do th