I Listened to 1000 B2B SaaS Sales Calls
I didn't expect to learn much from this article - but it actually really resonated with me. I often am responsible for purchasing decisions and found much of the advice to sales reps really insightful.(1) The number one thing that bothers me is when I reach out to a company to explore their product and I get scheduled with a BDR who's sole job is to "qualify" me as a lead. I know BDRs are in a tough spot - but if you have someone reaching out and interested in your product, take advantage of that and get them straight to the person who can demo and answer questions. I'm shocked at how many companies make me want to prove myself as a customer before spending time on demoing.(2) Ask before recording meetings, and if someone doesn't want to be recorded make sure you actually have the ability to turn that recording off. I've been on calls where the person who set up the Zoom/Gong wasn't on the call, and so no one had the ability to stop recording.(3) The details of what is shared on calls is often completely lost. Every time a new person gets on the call, they ask the exact same questions that have already been answered. Make the customer feel as though you're interested in their business, have discussed their pain points, and have a plan ready to help them.(4) Discounting discussions are always a pain. It's a game that no one likes to play.(5) Offer to send some swag to the implementing team at your customer - not just your champion. It's a nice gesture and goes a surprisingly long way towards building positive sentiment.