If you are selling to enterprises, your biggest competition isn’t other startups or incumbent vendors. It’s inertia. Enterprise/SaaS salespeople find themselves in a constant battle against the target company’s urge to do nothing. [1]What has worked for you in the past to break this inertia? Can you share your experience?
[1] http://a16z.com/2014/05/30/selling-saas-products-dont-sell-themselves/