We all know it. Building a product is relatively easier than selling it. One of the reasons founders keep pushing, first – the face to face with customers and after that asking for money from them – is because we want to keep the fantasy rolling. In many guises – the product is not ready, we need to add those two features, our market it elsewhere and so on.
Well let’s get real. Thanks to Tracey Ruff‘s list of 10 must watch videos for SaaS Growth, I found this great talk by Mark Roberge (MD, Stage 2 Capital, Prof, HarvardHBS and former CRO at Hubspot) and Michele Law (former CRO at Castlight Health and former COO at OpenDNS). And they list these four core issues failing SaaS sales, ergo – what not do to.
1. Pre-mature focus on growth/ Going into growth mode too early
2. The first sales hire
3. Ignoring sales impact on customer success
4. Aligning GTM by function rather than buyer
There is more advice on what To Do. It’s a 20 min listen. Go for it. hashtag
Where I learnt this #382
Learn from the Leaders: 10 Must-See Videos on SaaS Growth https://blog.userlane.com/saas-growth-videos/