Just got our first enterprise deal after 6 months of knockbacks

I've been pretty skeptical about our sales process for a while. We spent all that time building case studies and doing demo calls but nothing was landing. Then last month we changed things up. We stopped trying to sell to IT directors and went straight to the VP of Marketing at a mid-sized SaaS company. She told us flat out that our old pitch was too technical for her. So we reframed everything around ROI and time saved per campaign. That one meeting turned into a 3 month trial with 200 seats. Still feels a bit like luck but maybe we finally figured out who our real buyer is. Has anyone else had better luck targeting a different role than the obvious one?

2 comments

2 Comments

tyler622d agoTop Commenter

Same thing happened with my buddy's construction supply company. They spent a year trying to sell to project managers and got nowhere. Then one of their guys accidentally ended up in a meeting with the owner of a mid-sized GC firm and the owner loved the pitch because it was about reducing material waste, not about bolt specs. That one contact turned into a steady account worth about 40 grand a year. It's wild how much the wrong audience can kill a deal, even when your product is solid.

tessa_clark7422d ago

Yeah it's like that old thing about selling the sizzle not the steak.