Hackers Incorporated

Enterprise sales for reluctant founders

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Jul 19, 2023
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ANECDOTE

Initial Resistance to Enterprise Sales

  • Ben Orenstein initially resisted enterprise sales at Tuple, prioritizing simple credit card transactions.
  • However, the allure of prominent companies and substantial revenue led him to reconsider.
ADVICE

Bottom-Up Product Design

  • Design products for bottom-up growth, starting with individual users.
  • This simplifies enterprise sales by creating inbound demand.
ADVICE

Reverse Questioning

  • When prospects question your product, turn the question back on them.
  • This tactic often reveals their underlying motivations and answers.
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