Want to know how to be better than 95% of the world in SaaS sales? Honestly it’s easy. Or at least, it’s plain and simple. If you’re truly willing to put in the work.
The 2 simple edges in sales:
#1. Be a True Product Expert
95% of the sales reps I talk to don’t even really understand the products they are selling. How can I integrate it into my stack? What’s the best way to use it at my company? How is it >really< better than the competition?
One SaaStr Fund portfolio company recently closed their first $500k+ deal!! The founders though left the sales rep in the lobby at the customer. Why? They couldn’t have this enterprise rep embarass them with dumb answers in the final pitch meeting.
#2. Actually Write Great Outbound Email
99% of outbound emails are terrible. Make it truly great. Make the email solve my problem. Make the outbound email so great, I’d potentially buy the product just from that email. 99% of outbound emails fail this test. Maybe 99.5%.
Of course this email below doesn’t perform. Or at least not very well. And this is from a top Cloud company today:
Both are more work than 95% of folks are doing today. I acknowledge that.
But ask yourself :
- is your sales team truly a group of product experts? I doubt it. Be honest.
- and read those emails they are sending. Would you buy your own product based on those emails? I doubt. Be honest.
- and attend their demos. Would you actually buy based on their demos? I bet most of their demos fail this test, too.
You can do better than 99% of everyone in sales doing #1 and #2 well.
It will move the needle. How much, I don’t know.
A related post here:
(image from here)
