This talk offers a practical guide for early-stage startup founders on how to secure their first enterprise customers. It highlights that sales, particularly before achieving product-market fit, is a role best filled by founders, thanks to their deep knowledge and passion for their product. The speaker walks through the entire sales funnel, covering everything from prospecting and outreach to qualification, pricing, closing, and implementation, while sharing valuable insights and unexpected lessons learned at Optimizely. The main takeaway is that founders can effectively sell their product by focusing on understanding customer needs and delivering solutions, rather than resorting to manipulative sales tactics. Success hinges on clear communication, asking thoughtful questions, and effectively managing the implementation process.
