Dear SaaStr: Why do customers hate salespeople?
Disalignment.
A truly great salesperson is a resource. They help you:
- They educate you on the product.
- They honestly answer your questions.
- They address your concerns, seemingly patiently.
- They help you pilot / test the product first, in a way that drives things forward without too much pressure.
- They push the learn, buy, deploy process along, but don’t pressure you to buy if you aren’t ready.
- They ensure you get a fair price.
The best sales reps, well they are your agent. They help you make a buying decision. And yes, it benefits them. But they provide so much value during the process, you are appreciative.
Now … How often have you felt that way? Especially these days?
Not that often. When sales incentives and training aren’t aligned to deliver the value above, it’s just … uncomfortable. And low value-add.
But the best sales execs in SaaS make you feel that way.
And that’s why enterprise buyers are happy to “talk to sales”. They’re looking for this sort of help.
A bit more here: The Best Sales Reps Get Customers to Buy. Even When They Don’t Need to Right Now. | SaaStr
