I listened to 1000 B2B SaaS sales calls
As part of a product development project I had the opportunity to listen to over 1000 sales calls from high-growth SaaS companies. I wrote about some findings and thought this group might find it interesting.
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The hardest thing about B2B is that you're often selling to someone who didn't budget for your category. They need the result you provide but never planned to pay for it.
The products that win here usually create a new budget line (by being categorically new) or steal from existing budget by making the ROI comparison obvious. Which of those are you trying to do?
The hardest thing about B2B is that you're often selling to someone who didn't budget for your category. They need the result you provide but never planned to pay for it.
The products that win here usually create a new budget line (by being categorically new) or steal from existing budget by making the ROI comparison obvious. Which of those are you trying to do?
This was a REALLY insightful read. Good job distilling the key points.
Especially:
-read the customer and know when to close
-have a plan before calling a potential enterprise lead
Not sure why you didn't mentioned this, but this article was a hot submission yesterday on hacker news:
https://news.ycombinator.com/item?id=33132951
Interesting findings by the way.
True! HN front page brings in alot of traffic. I've had a couple land on the front page there and it's pretty fun to watch the traffic data.
Very often, hacker news is overlooked as a traffic driver because ONLY when you hit the front page and stay there for a good time, the flow starts moving toward your website.
BTW, your HN submission a few months ago entitled "Mourning loss as a remote team" was a hit! Nice job and keep up the good work. You will never know when the real boost kicks in.
Yeah that particular article resonated big time with the HN community. 58k views. The feedback on that was tough to read. So many people are struggling.
Thanks for sharing this should sent to a lot of sales managers lol
I completely agree. It is important to weigh the pros and cons, to listen to people in any matters! Because of this, I really like the mostbet casino https://mostbet-portugal.net/mostbet-bonus-e-codigos-promocionais/, in which they listened to people in terms of various bonuses, so that it would be easier for people to get involved in the entertainment process of gambling games!
This is so awesome - would it be possible for us to also get access to the calls so we can listen? It'd be such a great learning opportunity!
Unfortunately not. I wish I'd had a good way to anonymize them but that wasn't a priority.
Hacker news is sometimes disregarded as a traffic generator since only after you reach the main page and hang out there for a while does traffic begin to flow toward your website. By the way, "Mourning loss as a remote team," your HN submission from a few months back, was well received! Keep up the wonderful effort and congrats. You never know when the genuine boost will start to work.
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Really liked this post! Just wondering how you got through listening to all these calls, wouldn't this have taken months to do?
It did take months! I listened at 2x speed and eventually built some scripts that would allow me to jump to the key moments. It also helped that I was getting paid to do this.
Nice article, definitely some great insights but also I liked some of the more anecdotal stuff and random observations e.g. around healthcare.
Random quesiton, I'm a bit confused about your twitter presence - are you drawtheweb or sofuckingagile, or both? :)
SoFuckingAgile was a domain I owned and turned it into my Twitter shit posting account and writing alias. Mostly relates to my work.
Drawtheweb is mostly personal and less active and it's connected to other twitter enabled services.
Thanks, I'll follow sofuckingagile :)
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