Watch and track your favorite playlist.
Curated by: Y Combinator (30 videos)
Navigating B2B sales for the first time can feel slow and overwhelming. Drawing from his experience founding Monzo and GoCardless, YC's Tom Blomfield shares his playbook for running a tight sales process that lands real, recurring revenue. He walks through each step—free and paid pilots, opt-out contracts, long-term deals—and shows how to prove value and close customers. Apply to Y Combinator: https://www.ycombinator.com/apply Work at a startup: https://www.ycombinator.com/jobs Chapters: 00:21 - The Typical B2B Sales Progression 01:00 - Common Pitfalls in Early Stages 01:38 - Understanding Design Partnerships 02:56 - Identifying Customer Problems 04:18 - Avoiding Overbuilding 06:11 - Transitioning to Free Trials 07:11 - Defining Success Metrics 08:38 - Overcoming Customer Objections 10:01 - Moving to Paid Trials 10:20 - Securing Financial Commitments 11:30 - Optimizing Pilot Engagement 13:47 - Recurring Revenue Contracts 15:33 - Focusing on Customer Success