Yesterday I talked with the head of Sales of a Logistics SaaS scaleup and asked him about his main aspiration/ challenge for 2023. His answer:Â
#1 would be to make my team stay focused not just on hitting numbers, but on being able to ignore the current market situation, so they are not driven/affected by fear.Â
Such a big thing – and so underratedÂ
Here is the thing
Fear in sales is the worst. Your customers and prospect can smell it from a distance.Â
- The problem with fear is that the focus turns on you (the seller), instead of the buyer.Â
-  Suddenly it’s not about the value you can (and should) help your customer create. But about the value, you still need to make your target
- Â Desperation creeps in and with that confidence sinksÂ
So how to avoid this?Â
One thing to do there is to ensure your sales team (as well as marketing) is 100% confident they have their focus on today’s most valuable/critical problem(s) within your sweet-spot market.Â
That has likely shifted due to the rapidly shifting market conditions. Remember: What was a priority yesterday doesn’t have to be a priority today.Â
It goes back to “The Broken Triangle” in my book on page 24 – assessing the list of pains/challenges that keep your customers up at night around three core questions:Â
- is it (still) valuable to solve?
- is it (still) critical on their agenda?
- can we exceed expectations?
Focus on the ones where you get three loud “Yes!”-es.
That’s where confidence kicks in – and confidence drives sales.Â
Question for you to reflect upon
Where would increased confidence make a difference in your SaaS sales team?
Be Remarkable
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