Redefining the SaaS Sales Game

QUOTE QUEST
“Nobody ever got fired for choosing IBM”

I first heard that line 20 years ago. It basically means choosing traditional or big vendors is a safe bet. They do the job while eliminating the risk of second-guessing the decision maker.

Times have changed but the principle still holds true.

Marketers think they are so innovative and sophisticated because we use tools like Marketo, Salesforce, Zoominfo, Outreach, Asana, etc.

C'mon, let's be real. We're not INNOVATIVE, we're TRADITIONAL.

It actually feels liberating to say it, "Nobody ever got fired for choosing (INSERT THE MAJORITY OF TOOLS IN YOUR TECH STACK).

It's not too late to change. There is no better time than the present to implement a disruptive technology to help your business grow. Be bold. Be different.

BUYER ENABLEMENT
Redefining the SaaS Sales Game
How SaaS Companies Gain the Unfair Advantage with Next-Level Buyer Enablement

Calling out SaaS sellers: time to rethink buyer enablement

As a marketing leader armed with a big budget, I'm on a mission to invest in game-changing technology. But, let's get real for a moment – I've got a bone to pick with all you SaaS sellers out there:

YOU HAVE TO ENABLE YOUR BUYERS

You might think your sales process is a breeze:

1️⃣ Discovery
2️⃣ Demos
3️⃣ More Demos
4️⃣ Contract
5️⃣ Close

But it's high time we give it a makeover. Here's the reality check:

1️⃣ Discovery
2️⃣ Demos
3️⃣ VALUE ASSESSMENT
4️⃣ Contract
5️⃣ Close

Seriously, folks. In today's challenging economy, you honestly think you can just demo your way into my wallet? Do you really believe that after a barrage of demos, I'll just hit "buy now"?

Think again my friend.

I've got to sell this stuff internally, and that's where you need to step up your game. Every purchase requires:

📈 Current State: Help me explain & show how bad things are

🚀 Future State: Help me paint a picture of how amazing things can be

💰 ROI Model: Project that return on investment, even if it's a bit of an exercise in creative math

Don't kid yourself into thinking you've enabled the buyer by saying, 'Well, I sent them the slides from my terrible deck, the Gong recording from our meeting that no one will listen to, and some cringe-worthy one-pagers no one will ever read."

That's lazy stuff. I need custom stuff.

You've got to empower the buyer to be an internal superhero and convince their teams that this is THE solution. If you don't, well, you're leaving it all up to the buyer. And trust me, you'll end up hosting a 'Project Cancellation Party.' That's just a fancy way of saying 'YOU SUCK' for not aiding me in selling it internally, despite my HUGE pain.

Bottom line: Help your buyers make the switch 🔄 You've got a killer product; now, enable us to be the heroes in our organizations.

Just saying… ✌️

P.S. Here is Template for Your Value Assessment BUT Forget the Details, and Focus on the Concepts

This project template is merely a jumping-off point. Those slides you see? They're like puzzle pieces from different boxes, gathered haphazardly. But don't get hung up on the specifics of these slides – look beyond them and grasp the bigger picture we're painting here.

P.P.S. It's Not a Sales Issue, It's a Product Marketing Imperative:

Before you point fingers at the sales team, pause. This isn't their problem; it's ours. Value assessments should be the domain of product marketing. It's our responsibility to own and lead this critical aspect of the sales process, shaping the perception of our product's value and guiding it toward success.

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