Eynat Guez of Papaya Global on Mastering Enterprise Sales and Building Long-Term Partnerships

Eynat Guez, founder and CEO of Papaya Global, was interviewed by Ben Casnocha, co-founder and partner at Village Global, during this masterclass for Village Global founders. Takeaways: Show up to key meetings as the founder or executive team — don’t just send the sales team. It signals to the client that you’re personally invested and committed to making the deal a success. Avoid being overly optimistic about where prospects stand. Serious signals include active texting, detailed questions about implementation, security questionnaires, and the involvement of additional stakeholders. Be strategic about progressing meetings: PowerPoint to articulate vision, Excel for financials, and Word for legal details. Build strong relationships with junior VCs as well as partners — they can provide introductions, market intelligence, and future opportunities as they advance in their careers. Building relationships with clients shouldn’t stop after the deal closes. Ongoing check-ins help position your company as a long-term partner, not just a vendor. Leaders should periodically dive deep into 2-3 departments or processes each quarter to challenge assumptions and drive innovation. Engage with junior employees or frontline staff for fresh perspectives — their insights are often more candid than those of seasoned executives. Thanks for listening — if you like what you hear, please review us on your favorite podcast platform. Check us out on the web at www.villageglobal.vc or get in touch with us on Twitter @villageglobal. Want to get updates from us? Subscribe to get a peek inside the Village. We’ll send you reading recommendations, exclusive event invites, and commentary on the latest happenings in Silicon Valley. www.villageglobal.vc/signup