Enterprise Software Sales Focus

Shaan suggests choosing your business based on the sales method you enjoy and excel at, rather than just the product or industry. He specifically contrasts enterprise sales versus advertising-driven businesses.

Key Points:

• Work Backwards from Sales Method:

  • Most of your time as an entrepreneur is spent on growth/sales, not building product
  • Pick the type of sale you want to do for the next 7+ years
  • Choose customers you respect and want to hang out with

• Enterprise Sales Example:

  • Even with a great product, if growth requires enterprise sales:
    • Need to do enterprise sales daily
    • Must build team skilled at enterprise sales
    • Requires many calls and meetings
  • If you don't enjoy this sales method, the business won't be fulfilling

• Advertising-Driven Business Alternative:

  • Benefits:
    • Ads work 24/7 without personal involvement
    • No need for calendar full of calls
    • No cold emails required
    • Can scale globally with minimal personal time
  • Example: E-commerce with paid advertising

• Content-Driven Business:

  • If you love creating content, pick a business that grows through content
  • Align growth method with your natural interests and skills

The key insight is to choose your business based on how you'll need to sell and grow it, rather than just the product or industry you're interested in.