Finally, I invested in Solar – it revealed some valuable sales lessons.

Four years ago, my conclusion was ‘no way!’ – and here’s why:

☝️The Spanish government punished me (I had to pay THEM to switch)
☝️The ROI wasn’t what I wanted (7-8 years at best…)
☝️I didn’t trust the supplier. Feature focus, no idea about value…
☝️and the price of electricity wasn’t a problem (then)

Four years later – I am ‘bait.’

🔥The price of electricity is going through the roof
🔥The government has turned around: subsidizing
🔥ROI is a no brainer
🔥The supplier built instant trust

Here’s the thing that I took away from it that we can apply back to selling SaaS

☝️The power of external dynamics.
One event can turn a customer from ‘no way!’ to ‘let’s go!’ in less than a month.
☝️Price is a story
Investing 15K was a problem four years ago; investing 25k today is a no-brainer.
☝️How emotion plays a critical role
The importance of trust, the feeling of unfairness, and, yes – a better environment…
☝️How 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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