Finally, I invested in Solar – it revealed some valuable sales lessons.
Four years ago, my conclusion was ‘no way!’ – and here’s why:
βοΈThe Spanish government punished me (I had to pay THEM to switch)
βοΈThe ROI wasn’t what I wanted (7-8 years at best…)
βοΈI didn’t trust the supplier. Feature focus, no idea about value…
βοΈand the price of electricity wasn’t a problem (then)
Four years later – I am ‘bait.’
π₯The price of electricity is going through the roof
π₯The government has turned around: subsidizing
π₯ROI is a no brainer
π₯The supplier built instant trust
Here’s the thing that I took away from it that we can apply back to selling SaaS
βοΈThe power of external dynamics.
One event can turn a customer from ‘no way!’ to ‘let’s go!’ in less than a month.
βοΈPrice is a story
Investing 15K was a problem four years ago; investing 25k today is a no-brainer.
βοΈHow emotion plays a critical role
The importance of trust, the feeling of unfairness, and, yes – a better environment…
βοΈHow ignorance (and arrogance) on the supplier side actively (and happily) pushed me to another supplier.
Question to you to reflect upon
If you look at deals stuck in your SaaS pipeline – do you know why they are stuck? Is it a lack of value? Lack of urgency? Lack of trust?
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