Enterprise Sales | Startup School

Y Combinator Group Partner, Pete Koomen, led his startup, Optimizely, to $100M ARR. In this video, Pete breaks down the enterprise sales funnel and shares his top tips on how a technical founder can start closing real deals for their startup.

Intermediate - 23 min - Money & Business - Y Combinator

The full course: Learn Sales free

What you'll need

• Laptop stand: Screen at eye level for long study sessions.
• Noise-cancelling headphones: Focus through long video lessons.
• Second monitor: Video on one screen, practice on the other.
• Wireless keyboard and mouse: Comfortable for hours of typing.

Books

1. The Psychology of Selling by Brian Tracy - View on Amazon
2. SPIN Selling by Neil Rackham - View on Amazon
3. Never Split the Difference by Chris Voss - View on Amazon
4. How to Win Friends and Influence People by Dale Carnegie - View on Amazon
5. How I raised myself from failure to success in selling by Bettger, Frank. - View on Amazon
6. SPIN®-Selling by Neil Rackham - View on Amazon

Next lessons

• Session 4, Part 2: Negotiation Skills (64 min, MIT OpenCourseWare, Intermediate)
• The Sales Playbook For Founders | Startup School (19 min, Y Combinator, Intermediate)
• Build and Deploy a Polished AI Project and Get Sales (57 min, freeCodeCamp.org, Intermediate)
• Session 1, Part 2: Market Identification and Sales: Finding Your Customer (89 min, MIT OpenCourseWare, Intermediate)
• How to Become a Better Negotiator: Crash Course Business - Soft Skills #8 (12 min, CrashCourse, Beginner)
• How to Negotiate A Counter Offer With Your Employer (20 min, A Life After Layoff, Intermediate)
• FBI Negotiator Shows You How To Negotiate Like The RICH w/Chris Voss (27 min, Mark J Kohler, Intermediate)
• Prepare to Negotiate Your Salary (Or Anything): Crash Course Business - Soft Skills #7 (11 min, CrashCourse, Beginner)