How to Sell to Corporates as Startup

One of the best and very sales-oriented CEOs in Germany is Josef Brunner.
First time founders, especially those in B2B businesses should listen to his interview here:

Three key takeaways:

  1. Contextualize discussion: what is of fundamental importance to a customer?
  2. Customer journey assessment: Where can an ecosystem add value? Complement that ecosystem
  3. Grow early partnerships yourself (as founder). Don’t hire biz dev / sales too early

There are many other smart advises in that interview: When to stop negotiating, how long should it take to close a deal, how to speed up getting to a deal, etc.

Brilliant guy and a natural talent!

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