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
