Sometimes we believe complex is better. Not Jason Lemkin. It is not without reason his answers in Quora crossed 50mn views. Here is another column you will love for the in-your-face simplicity. The question was :
For someone just starting out in SaaS sales (entry level Salesforce in November), what are your tips to accelerate growth/ability in early stages?
I particularly loved point 5. Even now I read so many posts in LinkedIn and other forums where experts talk about how you should have the prospect in check. How they can waste the sellers time. etc. If you as the seller are not able to figure that the person you are talking to is not really the prospect, if your marketing messed up in their qualification do not blame the person on the other side. Real prospects don’t need you. Because barring a few – we all are in commoditized businesses. Which means you are most likely not the only supplier of whatever you are selling. So next time you think the prospect is wasting your time – think again.
I also loved the last point “Work harder than the next “guy”. I remember several decades ago I was speaking to the founder of a Software Services company who was one of the top sales guys of IBM in the US. I still remember what he said about his success – “Subhanjan there was nothing great about me. I just showed up. You will be surprised how many leads were left unattended. I ensured that every morning I showed up.”
Here is his prescription:
- Really learn the product cold. As fundamentally as you can
- Treat each prospect as a Unicorn. No matter how big or small.
- Help your prospects.
- Learn to ask who the other decision makers and stakeholders are.
- Prospects don’t waste your time. You waste their time.
- Pick a better mentor and boss over a better logo.
- Work harder than the next “guy”
So, if you want to sell, Show Up. It’s that simple.
Where I learnt it #199
How to Excel If You Are New to SaaS Sales (Or Even If You Aren’t New) https://www.saastr.com/for-someone-just-starting-out-in-saas-sales-entry-level-salesforce-in-november-what-are-your-tips-to-accelerate-growth-ability-in-early-stages/