BASICS
WHY DO YOU NEED ENTERPRISE SALES?

Enterprise start-ups are often faced with this fundamental question: how can they establish an effective, repeatable, and scalable sales model? See below for some of our favorite articles covering the basics.

If SaaS Products Sell Themselves, Why Do We Need Sales? BY MARK CRANNEY (A16Z)
If You Build It, Will They Come? BY PETER THIEL (FOUNDERS FUND)
The Enterprise Sales Learning Curve BY MARK LESLIE & CHARLES HOLLOWAY (KHOSLA VENTURES)
On Selling BY MARK SUSTER (UPFRONT VENTURES)
Scaling Sales: From Craft to Machine BY JEFF BUSSGANG (FLYBRIDGE)
Enteprise 2.0: The Science of Inside Sales BY SCOTT IRWIN (GIGAOM)
Forget Virality, Selling Enterprise Software Is Still Old School BY ROMAN STANEK (GOODDATA)