Early stage enterprise sales is all about moving from Promised based Aura to Performance Based Aura @rox_ai grew from 0 to 8 figures in just 7.5 months and raised $80M+ from Sequoia, GV, and General Catalyst. For episode 2 of @Distributionpod, @subahwadhwani and I sat down with @ishanmkh to unpack how they’ve sold into some of the largest enterprises. Today, they announced their self-serve motion, Rox Teams. Before Rox, Ishan scaled New Relic's self-serve business to $200M in ARR. Now he's building the next-gen CRM to take on Salesforce, but with zero self-serve, pure top-down enterprise sales. Here's what I'm taking away on landing enterprise deals: 00:00 Intro 06:05 Don't lock your product behind a "contact sales" form. 20:53 Your first customers shouldn't be picked for revenue. 28:55 Only 5-10 people actually run massive companies. Find them. 39:05 Pick 1-2 marketing channels and dominate them. 57:22 Run your book of business like you're the CEO. This episode is a cheat code for anyone selling into enterprise