A Guide to Enterprise Sales for Early-stage Founders

This guide emphasizes the importance of learning enterprise sales for early-stage founders, as it can lead to more profitable deals and a larger market. It explains that increasingly all sales are starting to resemble what we traditionally call "enterprise sales," with companies expecting features like single sign-on (SSO), directory sync (SCIM), audit logs, and more. The guide provides reasons why founders should learn enterprise sales, such as the profitability of enterprise deals, the creation of a bigger market, and the inevitable gravity exerted by enterprises on business development. It also offers tips on how to start loving or tolerating enterprise sales, key terminology for understanding the process, and steps to begin selling to enterprises.