{
  "version": "1.2.0",
  "chapters": [
    {
      "title": "Ben's notes on enterprise sales\r",
      "startTime": 0,
      "endTime": 178
    },
    {
      "title": "Ben's first time\r",
      "startTime": 178,
      "endTime": 296
    },
    {
      "title": "Tactic: Build a product that can grow bottom-up\r",
      "startTime": 296,
      "endTime": 432
    },
    {
      "title": "Tactic: Ask buyers to answer their own questions\r",
      "startTime": 432,
      "endTime": 514
    },
    {
      "title": "Tactic: Say no to more than you think\r",
      "startTime": 514,
      "endTime": 971
    },
    {
      "title": "Tactic: Your pricing should make you uncomfortable\r",
      "startTime": 971,
      "endTime": 1538
    },
    {
      "title": "Tactic: Charge more for SAML single sign-on\r",
      "startTime": 1538,
      "endTime": 1670
    },
    {
      "title": "Tactic: Don't sign something without charging a lot\r",
      "startTime": 1670,
      "endTime": 1714
    },
    {
      "title": "Tactic: Put an expiration date on your quotes\r",
      "startTime": 1714,
      "endTime": 1752
    },
    {
      "title": "Tactic: Dodge pricing pushback with quarterly payments\r",
      "startTime": 1752,
      "endTime": 1866
    },
    {
      "title": "Tactic: Make sure you lose some deals because of price\r",
      "startTime": 1866,
      "endTime": 2006
    },
    {
      "title": "How procurement works\r",
      "startTime": 2006,
      "endTime": 2274
    },
    {
      "title": "How important is enterprise sales for Tuple?\r",
      "startTime": 2274,
      "endTime": 2879
    },
    {
      "title": "Tactic: Ask procurement, \"what helps this deal get done faster\"\r",
      "startTime": 2879,
      "endTime": 2989
    },
    {
      "title": "Tactic: Have a /security page on your website\r",
      "startTime": 2989,
      "endTime": 3187
    },
    {
      "title": "Tactic: Use Y Combinator's sales agreement template\r",
      "startTime": 3187,
      "endTime": 3347
    },
    {
      "title": "Tactic: You probably won't be sued",
      "startTime": 3347,
      "endTime": 0
    }
  ]
}