[frisco]

Enterprise sales! Enterprise is a completely different beast than consumer. Enterprise sales are 60% trust, 20% pricing, and 10% product. The language, practices and culture necessary to do well at selling to large enterprises and all of the differences in the underlying company are so different than consumer products. Enterprise is very misunderstood, even by many VCs!

[ljoshua]

> Enterprise sales are 60% trust, 20% pricing, and 10% product.

Wow, now I know that's just anecdotal, but that feels about right, and very interesting to have written down. Thanks for that, it's good food for thought.

(Now I'm just wondering what the last 10% is... ;) )

[robbyt]

5% steak 5% strippers

[daurnimator]

inertia

[karim]

Which begs the question: what are the remaining 10%?

[terryf]

See, these are exactly the kind of questions that will not get you ay enterprise sales ;)

/sarcasm