Ask HN: How do B2B startups sell to corporations?

Re:Ask HN: How do B2B startups sell to corporations? by Existenceblinks on Sunday October 27, 2019 @03:23AM (#21368312)

Reading answers on this thread makes me wonder are those sales techniques really healthy to industry as a whole? No one questions that, and yet normalize probably unhealthy ways of selling utilities. "who golfs with the VP of Procurement" .. that's how corruption works as well, isn't it? Is that natural?

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Re:Ask HN: How do B2B startups sell to corporations? by namdnay on Sunday October 27, 2019 @04:06AM (#21368425)

I don’t think it’s quite as bad as the thread suggests. Keep in mind that most people are talking about relatively small deals here. Anything big will go through such a complex and regulated RFI/RFP process that Golf plays no part whatsoever. I doubt there is much golf going on between VW and Bosch execs

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Re:Ask HN: How do B2B startups sell to corporations? by uchman on Sunday October 27, 2019 @05:29AM (#21368657)

Humans are social. Golf (or whatever it is that floats the VPs boat" can only get you a foot in the door.

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