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The Innovator's Dilemma for SaaS Startups

Tom Tunguz

In short, new startups leverage a distribution advantage to acquire SMB customers at scale. This is why the very largest enterprise software companies pursue the biggest customers; because they leverage the sales economies of larger accounts. Total Compensation, $k 75 250. 3 Year Total Sales Production, $M 10.9

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Ultimate Guide to B2B Sales Hiring and Management

OpenView Labs

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. What Interviewing 600+ Sales Reps Taught Me About Team Building.