Real-World Scenarios & Access

Selling to enterprises (B2B)

Land your first big logo.

Level All Intermediate Advanced
Who's asking Everyone Builder Launcher Grower Technical Solo Founder Non-Technical Founder Domain Expert Tier-2/3 India Founder
How do I land my first enterprise customer when nobody has heard of us? You don't win the first logo with a brand, you win it with a relationship and a sharply-scoped problem you can prove you solve. Mine your network, ... Intermediate 3 resources → How long is a B2B sales cycle and how do I not run out of money waiting? Enterprise cycles routinely run 3 to 9 months (longer with security and procurement), so assume every deal takes twice as long as the champion prom... Intermediate 3 resources → Who do I actually sell to inside a big company, and how do I find the decision-maker? Big companies have three roles you must map: the champion who feels the pain daily, the economic buyer who controls budget, and the blockers in sec... Intermediate 3 resources → They want a free pilot, should I do it? Free pilots attract tire-kickers and give you no signal on real buying intent, so default to a paid pilot, even a small refundable one, to force th... Intermediate 3 resources → Should I use design partners, and how do I structure the deal? Design partners are your cheat code to product-market fit: a handful of committed early customers who co-build with you in exchange for influence, ... Intermediate 3 resources → How do I survive procurement, legal, and security reviews as a tiny startup? Procurement, legal, and security exist to slow you down, so prepare the paperwork before they ask: a standard MSA, a security one-pager, a data-han... Advanced 3 resources → How do I price my very first enterprise deal without leaving money on the table or scaring them off? Price against the value of the problem you solve, not your costs, and anchor high enough that the buyer takes you seriously as a real vendor rather... Advanced 3 resources → As a technical or first-time founder, how do I actually run a good sales call? Selling is a learnable muscle, not a personality trait, and the single biggest lever is leading with discovery questions instead of pitching featur... Intermediate 3 resources → Can an Indian startup sell to global enterprises, and what's different about doing it from India? Yes, Indian SaaS companies from Zoho to Freshworks have sold to global enterprises without a single US sales rep in the early days, so distance is ... Intermediate 3 resources →