Short excerpt from a YouTube conversation (Jason M. Lemkin + another speaker) arguing that great sales representatives are a "gift for the buyer": they run pilots, negotiate pricing, and handle procurement work so enterprise CIOs/CXOs get what they want within budget (example phrase: “my budget's 500k”). The chunk also notes startups should make enterprise expectations simple and clear.
The great, like the great CIOs and CXOs always have a sales repertoire over the years they love. Right. Because they do all the work for them. You set up the pilot, you go get the pricing, you go negotiate. You go do this, you go figure that, you go to. You go do it all for me. Right. My budget's 500k, and your job is to get me everything I want for 500k. And founders miss that, that's a gift for the buyer. They miss that, that's a gift for the buyer. You do everything for me, and my budget's 500k.
You know, I think from the, from the startup perspective, really what you're saying is that the more the enterprise person can make the nature of the expectation straightforward, simple and clear.
