Podcast · 62 min listen

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

Siddhartha Ahluwalia with Karthik Chakkarapani · The Neon Show Free Advanced India

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

The buyer's side of enterprise outbound, from a CIO who says roughly 80 percent of the startups he evaluates were found through outbound research, peers or LinkedIn. He also times each phase of his buying process, which tells you exactly how long your deal will take.

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It answers 4 questions

  1. I am a founder in India and my buyers are in the US. How do I get a stranger twelve time zones away to reply?
  2. How do I build a target list that is worth working instead of scraping ten thousand random companies?
  3. Enterprise CIOs say they find most vendors through outbound. What does great outbound into a big company look like?
  4. How do the best teams sell into large Indian and global enterprises where procurement runs the show?

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