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. Apply to Y Combinator: Work at a startup: Chapters (Powered by ) - 00:00 - Intro 03:29 - Prospecting 05:15 - Outreach 10:09 - Qualification 15:00 - Pricing 18:13 - Closing 18:58 - Avoid surprises in procurement process 20:02 - Implement 22:01 - Outro