๐Ÿ”† What accelerates the sales process?

What inspires me in the B2B software space is ‘What accelerates the sales process?’

 

Many things influence it – positive or negative.ย 

But that’s what makes it fascinating.

 

People often mention that the best sales processes are those in which a customer has a compelling reason to buy.

The big question then becomes: What’s a compelling reason?

 

So, I reflected on it as I walked my dog yesterday.ย 

 

If I plot it on my situation, it would sound like this:ย 

I have to act faster than I like to.

 

Just think about it.ย 

 

When that criteria is met, it’s about something:

  • That’s really important, i.e., highly valuable.
  • Where doing nothing is not an option.
  • Where speed is critical.
  • And the cost of the solution isn’t my biggest worry.

 

Not every prospect comes to you with a compelling reason to buy.ย 

That doesn’t mean they don’t have one.

 

That’s an opportunity.ย 

 


Question for you to reflect upon:

What % of the deals in your SaaS pipeline have a compelling reason to buy? What if they had one?


 

Be Remarkable

 

Like this message?

Every day I send out a short 2 min reflection to help B2B SaaS CEOs discover the hidden gems towards Remarkable traction. Join the 1,000+ subscribers that have become fans.ย 

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About the author

Sales Pitch

Ton Dobbe is a former B2B software product marketer who's on a mission to save mission-driven SaaS CEOs from the stress of 'not enough' traction. He's the author of The Remarkable Effect, the host of the Tech-Entrepreneur on a Mission podcast, and writes a daily newsletter on the secrets to mastering predictable traction.