Enterprise Sales: an interview with Tuple co-founder

We recently had the pleasure of sitting down with Ben Orenstein to chat about his experience and exploration in Enterprise Sales. Ben is the co-founder and CEO of the remote pair-programming app Tuple, and has an impressive history of creating useful apps and tools for developers and non-developers alike.

In this conversation, we dig into what Ben has learned in Enterprise Sales process, where he sees the low-hanging fruit with expansion opportunities, and what’s surprised him most along the way.

00:18 What is Tuple?
02:38 Who is your customer, how to define enterprise customers?
04:00 How do you define enterprise sales?
04:59 Do you engage in outbound sales?
06:49 Would you ever stop your enterprise sales efforts? Why?
07:19 What's the most surprising thing you've learned?
10:23 What are the levers in your sales negotiations?
11:37 Who are the stakeholders in your enterprise sales deals?
13:25 What would change if you did cold outreach?
14:45 What about expansion opportunities?
16:07 What is the Tuple sales team?
18:23 What software do you use for sales?

[christucker]

How do you get in touch with sales? I tried the website but no one responded???