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The 17-minute Guide to Enterprise Software Sales — The Startup Tapes #029

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Subscribe by email to be alerted of new tapes: http://eepurl.com/cfiLt5 See all previous tapes on: http://tapes.scalevp.com From Amazon Web Services to Slack, Salesforce, Box & beyond, more & more software companies find success in the Enterprise segment. Dale & Tim grab a whiteboard to explore: 1. How Enterprise Sales differ from other models of Software Sales 2. Why different sales models require different product, 3. How to think about staffing your Sales team. 4. The difference between Inbound & Outbound Enterprise sales. … In less than 20 minutes. Guest: Dale Chang Scale Venture Partners https://twitter.com/daleschang Host: Tim Anglade Executive in Residence at Scale Venture Partners https://timanglade.com/ https://twitter.com/timanglade The Startup Tapes chronicle the highs & lows of building a startup, through candid interviews with founders, operators & advisors. Tim Anglade, an Executive-in-Residence at Scale Venture Partners and formerly with Realm, Apigee, and Cloudant leads the project with the goal to de-mystify the process through which startups emerge, grow & succeed. His unfiltered interviews transcribe the conversations we often hear in the boardroom, amongst our portfolio community and with entrepreneurs and partners we engage with every day. Learn more about Scale Venture Partners at http://www.scalevp.com. For guests suggestions, feedback or questions, email [email protected]
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Text Comments (6)
mike mallamo (1 month ago)
We have cold outbound, inbound, and revival SDR's revival is ppl that demoed but didn't buy after 90 days! I think it is stupid, as they are never busy, barely follow up, and always hit quota a week early!!! At my last place the inbounds got cycled to everyone. Why do you need a rep who only deals with online inquiries? It's actually comical to listen to them compare their numbers to the cold teams, it's like you're a glorified order taker!! And Revivals kind of makes sense, but they don't deal with ex custies just ppl who have demoed once before and they keep the leads forever!!! I think an AE or AM should handle the over 90 less than 180 days since demo and cycle the rest through cold team. Am I wrong? If I am I don't see it, if you don't agree then please elighten me.
nica faustino (9 months ago)
The MBA of sales... great foundation for aspiring young folks, validating for the experienced ones. Great video!
Adam Schellenberg (9 months ago)
One of the most informative and articulate videos I’ve watched as a young man just beginning my career as a BDR. Well done!
https://m.youtube.com/watch?v=noFFOEO-SRE I am looking for software sales it is usefull
Joseph Davidson (1 year ago)
Awesome video
kirank (1 year ago)
Very useful chat 👌

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