How To Sell Into the Enterprise Hello, this is Hall T. Martin with the Startup Funding Espresso — your daily shot of startup funding and investing. The best asset in raising funding is growing traction with customers. Knowing how to sell into the enterprise is a key skill that founders should have. Here are the steps for selling into the enterprise: Find a champion for your product within the target company. This is typically the person who owns the problem your product solves. They need to be at the executive level in order to make buying decisions, or someone who has a connection to them. Find out their plan for buying software and building out capabilities. Look for opportunities to be a part of existing initiatives within the company. It’s easier to sell into an enterprise when there’s already a budget in place for it. Identify the competition they are considering. This could be buying from another company, building it in-house, or doing nothing. Assess how the enterprise tests new software tools. This could be free pilots, paid pilots, beta tests, or more. Show the ROI your product brings to the table based on the results from previous customers. Devise a plan for testing out the software and where it will go into the organization after the pilot is complete. Understand the company’s data management practices, security systems, and privacy policies. Set the price for the product and negotiate it with the decision makers. Finally, prepare to defend your product against internal forces with another agenda. Thank you for joining us for the Startup Funding Espresso where we help startups and investors connect for funding. Let’s go startup something today. _______________________________________________________ For more episodes from Investor Connect, please visit the site at: http://investorconnect.org Check out our other podcasts here: https://investorconnect.org/ For Investors check out: https://tencapital.group/investor-landing/ For Startups check out: https://tencapital.group/company-landing/ For eGuides check out: https://tencapital.group/education/ For upcoming Events, check out https://tencapital.group/events/ For Feedback please contact info@tencapital.group Please follow, share, and leave a review. Music courtesy of Bensound.

Copyright (c) 2026, Hall Martin and investorconnect.org. All rights reserved.

Disclaimer:
Hall T Martin is the director of Investor Connect, which is a 501(c)(3) nonprofit dedicated to the education of investors for early-stage funding. All opinions expressed by Hall and podcast guests are solely their own opinions and do not reflect the opinion of Investor Connect. This podcast is for informational purposes only and should not be relied upon for the basis of investment decisions.