{"id":4088,"date":"2020-01-16T18:48:00","date_gmt":"2020-01-16T13:18:00","guid":{"rendered":"https:\/\/pitch.link\/blog\/?p=4088"},"modified":"2020-02-14T21:19:36","modified_gmt":"2020-02-14T15:49:36","slug":"selling-saas","status":"publish","type":"post","link":"https:\/\/pitch.link\/blog\/selling-saas\/","title":{"rendered":"Selling SAAS"},"content":{"rendered":"\n<p>We all know it. Building a product is relatively easier than selling it. One of the reasons founders keep pushing, first &#8211;  the face to face with customers and after that asking for money from them &#8211; is because we want to keep the fantasy rolling. In many guises &#8211; the product is not ready, we need to add those two features, our market it elsewhere and so on.  <\/p>\n\n\n\n<p>Well let\u2019s get real. Thanks to <a href=\"https:\/\/www.linkedin.com\/in\/ACoAACYuk_cB-z0udDDXz8mA0BZ-tA7GRka-4Ws\/\">Tracey Ruff<\/a>&#8216;s list of 10 must watch videos for SaaS Growth, I found this great talk by <a href=\"https:\/\/www.linkedin.com\/in\/ACoAAAAAjZ0BwjvrVnpTY6jWmd36QsTq2ybR3Es\/\">Mark Roberge<\/a> (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 &#8211; what not do to.     <\/p>\n\n\n\n<figure class=\"wp-block-embed-youtube aligncenter wp-block-embed is-type-video is-provider-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<span class=\"embed-youtube\" style=\"text-align:center; display: block;\"><iframe loading=\"lazy\" class=\"youtube-player\" width=\"810\" height=\"456\" src=\"https:\/\/www.youtube.com\/embed\/20RS0bWg1o4?version=3&#038;rel=1&#038;showsearch=0&#038;showinfo=1&#038;iv_load_policy=1&#038;fs=1&#038;hl=en-US&#038;autohide=2&#038;wmode=transparent\" allowfullscreen=\"true\" style=\"border:0;\" sandbox=\"allow-scripts allow-same-origin allow-popups allow-presentation allow-popups-to-escape-sandbox\"><\/iframe><\/span>\n<\/div><figcaption>Sales Mistakes that Can Kill Your SaaS Business &amp; How to Avoid Them<\/figcaption><\/figure>\n\n\n\n<p>1. Pre-mature focus on growth\/ Going into growth mode too early <br>2. The first sales hire  <br>3. Ignoring sales impact on customer success <br>4. Aligning GTM by function rather than buyer <\/p>\n\n\n\n<p>There is more advice on what To Do. It&#8217;s a 20 min listen. Go for it. <a href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?highlightedUpdateUrns=urn%3Ali%3Aactivity%3A6624633340735651840&amp;keywords=%23alswayslearning&amp;originTrackingId=FUS6PWtXR4%2BRn2Trq3P%2F4g%3D%3D\">hashtag<\/a><\/p>\n\n\n\n<p>Where I learnt this #382 <\/p>\n\n\n\n<p>Learn from the Leaders: 10 Must-See Videos on SaaS Growth <a rel=\"noreferrer noopener\" target=\"_blank\" href=\"https:\/\/blog.userlane.com\/saas-growth-videos\">https:\/\/blog.userlane.com\/saas-growth-videos<\/a>\/<\/p>\n","protected":false},"excerpt":{"rendered":"<p>We all know it. Building a product is relatively easier than selling it. One of the reasons founders keep pushing, first &#8211; the face to face with customers and after that asking for money from them &#8211; is because we want to keep the fantasy rolling. In many guises &#8211; the product is not ready, [&hellip;]<\/p>\n<\/p><div class=\"more-link\"><a href=\"https:\/\/pitch.link\/blog\/selling-saas\/\" class=\"btn btn-small btn--dark btn-hover-shadow\"><span class=\"text\">Continue Reading<\/span><i class=\"seoicon-right-arrow\"><\/i><\/a><\/div>","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"inline_featured_image":false,"ub_ctt_via":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[69,74],"tags":[70,77,78],"class_list":["post-4088","post","type-post","status-publish","format-standard","hentry","category-what-i-learnt-today","category-sales","tag-alwayslearning","tag-sales","tag-saas"],"aioseo_notices":[],"featured_image_src":null,"author_info":{"display_name":"Subhanjan Sarkar","author_link":"https:\/\/pitch.link\/blog\/author\/subhanjan\/"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/paX7jg-13W","_links":{"self":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/4088"}],"collection":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/comments?post=4088"}],"version-history":[{"count":0,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/4088\/revisions"}],"wp:attachment":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/media?parent=4088"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/categories?post=4088"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/tags?post=4088"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}