๐Ÿ”† "We've said too much yes..."

Last week, I had a call with the founder of a sales-led SaaS business in the Netherlands.

“The reason I wanted to have this conversation, Ton, is this: We’ve been successful for 10+ years and developed a broad suite of products, but we’ve lost our differentiation.”

“Why do you believe that’s the case?” I asked

“Well, we’re very good at saying ‘yes’ – and that’s become a problem. We’ve made too few tough choices, and on the choices we made, we didn’t execute with effect.”

Such a common challenge…

 

Here’s the thing

It sneaks up on you. You’re growing, competition is fierce, and one customer after another, you’re promising something that seems harmless to win the deal – but silently blurs your focus.ย 

But month by month, year by year, this adds to a big problem: You’ve lost your true edge.

What happensโ€”what once was a favor to win a new customer now becomes a necessity: You can’t win deals without making those promises.

It’s a vicious cycle.

 

So how to get out?ย 

 

Back to the core by answering three questions:

  1. What problems do our customers struggle with most?
  2. Which ones are most valuable & critical for them?
  3. Now be honest: Which ones can you solve like no one else?

 

Remember –ย 

Your company is not your product.ย It’s the value it delivers.ย 

Don’t compromise that.

 


Question for you to reflect upon:

What do you give your customers that they cannot get anywhere else?

What if you got clear on that?


 

Be Remarkable

 

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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.