Tobias Binau

B2B SaaS: "Hey, I've got something you want."
 
 Lead: "Can I see?"
 
 B2B SaaS: "No!"
 
 Lead: "What? Why?"
 
 B2B SaaS: "You haven't told me anything about you yet."
 
 Lead: "Well, okay, before we spend time talking, can I know the cost?"
 
 B2B SaaS: "No!"
 
 Lead: "Okay, this is beginning to get weird - why not?"
 
 B2B SaaS: "You don’t understand the value."
 
 Lead: "Do you?"
 
 B2B SaaS: "Yes, it’s big."
 
 Lead: "But you just said that you didn’t know anything about me. How would you know if it’s valuable to me?"
 
 B2B SaaS: "I just know, okay?"
 
 Lead: "Okay, I’ll give you the benefit of the doubt. Let's talk then."
 
 B2B SaaS: "Wait a minute, you have to answer these 10 questions by email first."
 
 Lead: "Couldn't I also answer those questions in a call?"
 
 B2B SaaS: "No, you might waste our time."
 
 Lead: "Well, that would be a waste of my own time too, wouldn’t it?"
 
 B2B SaaS: "Just answer the questions by email, okay?"
 
 Lead: "Okay, but if I do that, can I then speak to someone?"
 
 B2B SaaS: "Yes, then I’ll hook you up with our most junior SDR."
 
 Lead: "Junior SDR? Can that person help me?"
 
 B2B SaaS: "Probably not."
 
 Lead: "So why are you hooking me up with a junior SDR then?"
 
 B2B SaaS: "For qualifying."
 
 Lead: "Qualifying?"
 
 B2B SaaS: "Yes, so you don’t waste the time of our senior people."
 
 Lead: "So instead we should waste my time?"
 
 B2B SaaS: "Yes."
 
 Lead: "Goodbye."