Every time I connect with a post-product-market-fit SaaS vendor, I use some variant of the following opener: "Great to meet. I'd like to learn about your tiers, their features, and prices. Over email, bad reception. We will make a decision by X date. Thanks!"
A public company SaaS CEO told me recently that a key part of his job for many many years has been keeping his enterprise sales team from removing the signup button from their web site.https://twitter.com/jeremiahg/status/1161730297479585792 …
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Marble floor pricing.
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my two favourite things are asking enterprise sales people a) how much it costs in first or second call, b) how they decide how to price
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savage and direct. Sometimes they try to size me up so I have an employee from another small company call in.
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Average field sales rep costs $500k a year. 80/20 rule w/field sales orgs where the 20% are bringing all the revenues + the sign up/free trial button.https://hbr.org/2006/07/the-sales-learning-curve …
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Field sales teams forget that some customers prefer self-service or remote sales.
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I'm not sure it's because they forget or if they want to make themselves appear more indispensable.
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Don’t want to make generalizations but I suspect the field reps view self service as “missed sales” and an opportunity to retire quota.
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That's part of it too, I'm sure
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Especially as quota targets for sales teams are increased YoY. Every $ counts
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Sunset their variable compensation and up their equity. Problem solved!
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Equity unfortunately doesn’t pay rent in the short term :(
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I had the reverse of this at a company - couldn't even launch a sign up button... In this day and age!
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Rep point of view: if im giving any thought to competing with a sign up button, I either create no value or the company I’m with sees no value in me. Keep the button, I’ll be needed for different sales motions.
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Meaning growth.
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Correct, and creating value for both my customers and my company.
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Can you explain what you mean?
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A common SaaS sales “tactic” is to not have a “sign up” button on the website that allows people to set themselves up with the product; they would rather have everyone go through a contact form so their salespeople can run through their sales and on boarding process.
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Since salespeople need to fill quotas and are often paid on commission, they would prefer to have everyone need to go through the touchpoint for the potential marginal increase in sales pipeline. This, of course, has negative effects as well.
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Ah I see. Thanks!
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