Back in 2000 I did a startup with a B2B web-based app for an enterprise vertical (large homebuilders). We tried both hiring an enterprise sales guy and schlepping it ourselves, and here are my take-aways from that experience.
"Successful enterprise salesperson happy to join a cash strapped startup" is an oxymoron in more than one way. Other posters explained it: these salespeople expect big support, big budgets, ads to generate leads, junior staffers to screen the leads, etc. They also expect a lot of cash compensation: virtually all such people I have ever met usually like flashy and expensive lifestyles, because in what they do the appearance of success is one of the factors that breeds success. I remember one guy who seemed very enthusiastic about joining us, but then the deal fell apart because in his contract he absolutely would not budge from first class air travel and Jaguar-class rental cars.
Then we decided to do it ourselves (the founders). We networked the hell out of any friend we had, and our intro to prospects was "Look, we are not sales guys, we are entrepreneurs. We think we have a kick-ass product and we'd love to show it to you, and since we are still small the price to you will be super-cheap compared to the competition if you help us improve it to fit your needs." That way we eliminated a lot of issues and we tried to compete on a different playing field.
The result: we got clients to work with us, and the sales guy we hired never managed to go past a first meeting.
You should write a book: "b2b sales for amateurs". Or at least an article - I'm sure someone like HBR will pick it up and generate publicity for you. That, and my eternal gratitude. :)
Great feedback... Would love to hear more about your previous startup and the sales experience. Any chance I can get in touch? My e-mail is in my profile. Thanks.
"Successful enterprise salesperson happy to join a cash strapped startup" is an oxymoron in more than one way. Other posters explained it: these salespeople expect big support, big budgets, ads to generate leads, junior staffers to screen the leads, etc. They also expect a lot of cash compensation: virtually all such people I have ever met usually like flashy and expensive lifestyles, because in what they do the appearance of success is one of the factors that breeds success. I remember one guy who seemed very enthusiastic about joining us, but then the deal fell apart because in his contract he absolutely would not budge from first class air travel and Jaguar-class rental cars.
Then we decided to do it ourselves (the founders). We networked the hell out of any friend we had, and our intro to prospects was "Look, we are not sales guys, we are entrepreneurs. We think we have a kick-ass product and we'd love to show it to you, and since we are still small the price to you will be super-cheap compared to the competition if you help us improve it to fit your needs." That way we eliminated a lot of issues and we tried to compete on a different playing field.
The result: we got clients to work with us, and the sales guy we hired never managed to go past a first meeting.