In addition to membership benefits, YEC offers access to educational materials featuring successful entrepreneurs. [Note: The full benefit is YEC members only — click here to find out if you qualify — though everyone can find more videos on our YouTube channel, here.]

In this video clip, Lane Campbell, COO of PolicyGuru, offers advice on establishing an enterprise sales funnel through two pillars: trust and value. Customers have to trust your company before they will buy from you, and the trust pillar takes a long time to build. You can create a funnel around existing relationships by leveraging partnerships with companies that are already trusted by your clients.

“Before anybody will buy anything based on value, they have to trust you and your company.”

More about our expert: Lane Campbell, COO of PolicyGuru. An accomplished technology entrepreneur with a track record that includes three successful exits. Demanding but motivating leader with diverse technical expertise and strong managerial skills. Team player who has led both U.S. and international teams. Maintains relationships with leaders in technology including those at Google, Microsoft and Intel. Creates success through technological innovation.

Follow Lane on Twitter and LinkedIn.

YEC members: Discover more great content at member.yecnext.com/education.

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