Podcast · 62 min

How Startups Can Sell to Big Companies ft. Karthik Chakkarapani, Zuora

Siddhartha Ahluwalia · The Neon Show Free Advanced India

A sitting CIO explains how he actually finds and evaluates startup vendors, including that roughly 80% arrive through outbound. Qualification advice is far more reliable when it comes from the person doing the buying.

Listen on Spotify ↗

It answers 2 questions

  1. What does Gong's call data actually say top sellers do differently in discovery?
  2. When is it right to move upmarket, and how do the companies that pull it off actually do it?

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