Leadership LinkedIn Templates

Is success in early-stage SaaS about closing any deal we can get our hands on?

No - but many seem to think so.

In reality, It’s about closing the right deals.

It's about finding consistency:

- Same ICP

- Same process

- Same problems

- Same messaging

- Same solution design

- Same buyer personas

Say you’re selling 10 different solutions to 10 different problems at 10 different companies.

Then you're running a consultancy business (which is cool, go for it).

But you’re not a SaaS.

It’s really really hard to find that consistency, but it’s required to get:

1. Crystal clear product vision

2. A repeatable sales process

3. Non-founders successfully selling the product

4. A scalable business

Whether you're a founder, sales leader, or even rep.

Search for consistency; it’ll make everything easier going forward.

Questions in life as a sales rep:

- Why do they ghost me?

- Do they hate me?

- Am I annoying?

- Why does my salary depend on results while no other function does?

- Why do I need a math degree to understand my commission model?

- Why does it seem like quotas are set by a CFO and not a sales leader who can judge if targets are attainable?

- How come it’s more important to close the deal at the end of Q1 with a 30% discount, than at the beginning of Q2 at full price?

- How is yet another tool going to help me?

- Why can’t we just build the features the prospects are asking for?

- Why am I being forced to ask 10 annoying qualifying questions before talking about what it’s all about?

- Is this process supposed to help me? Or is it just to help management monitor me?

- Why can’t you decide on a method? Last week we were told about SPICED, this week it’s MEDDICC.

- Is this property really necessary?

- Am I going to survive this?

What would you add? 😎