Mark Suster has written an absolute gem of a post which highlights the differences between sales at a startup and a large company. Many startups try to “scale up” sales too quickly by making some of the mistakes that Mark points out.
The post reminded me of another gem of a book which talks a lot of the same things through the story of invention of the wheel and selling it.
While the approach to the customer changes as the product and the startup evolves, what does not change is the purchase process and the organisation at the customer’s end. Understanding these can mean the difference between success and failure. More on that in later post.