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Question: Would you rather sell to a company with one decision-maker, no procurement process, and zero outside influencers to the decision, or a company with multiple stakeholders and influencers to the decision, and potentially procurement gets involved? The common logic answer is to pick the first company. But should you? Sales Engagement Software Autoklose originally sold to independent business owners and small businesses. It was customer hell. They transitioned to 200-person companies and found the sales cycle to be the same length, but with far less friction, higher close rates, much higher contract values, and far lower churn rates. This transition helped carve a path to $1M ARR in just 2.5 years, with 35% YoY growth, all while bootstrapped. Shawn and I break it down in this week's episode. Find Shawn and Autoklose online at: LinkedIn: https://www.linkedin.com/in/shawnfinder/ Twitter:@autoklose Instragram: @sfinds Website: www.autoklose.com Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com See acast.com/privacy for privacy and opt-out information.