Sadly,…far too many B2B SaaS businesses fail to build a scalable SaaS sales engine…
- It’s not because their product isn’t good
- It’s not because they don’t get enough leads
- It’s not because they’re unable to win sizeable deals
It’s something much simpler.
One of my customers reflected on their breakthrough in overcoming this problem on Friday.
- “My mind was stuck on the solution.”
- “We didn’t know what to qualify out for.”
- “We couldn’t figure out precisely why customers bought our product.”
From a founder’s perspective, why is it important? Because if you find this, you’ll be able to build a scalable sales engine because you’ll know what to qualify out.
If you can’t figure out why your customers buy your product, what problems are they solving with it from a customer pain perspective, not what solution you’re selling them – then you can’t get to step two.
And if you can’t get to step two, you can’t get to step three, which is to nail down the customers that WILL buy your products.
Key takeaway: Crystalize who’s prepared to pay a premium for your solution – and why. Focus there and credibly detract the rest.
The result (Quote): “This is now going to enable hyper-scale.”
Question for you to reflect upon
On a scale of 1-10 – how clearly can you describe the customers prepared to pay a premium for your SaaS and why?
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