A pattern I've witnessed on some enterprise B2B startups is that they start out with the founder having a pre-existing relationship with a decision maker at a company.

That guy is going "my business has this problem" over a beer and the founder goes "I can solve that for you" and they work out a deal. The founder builds the MVP that solves the customer's problem and incorporates so they can get paid.

The founder iterates and continues getting paid and at some point uses the cash to hire one of those expensive salespeople who knows how to chase down decision makers.