One of the most important metrics for a SaaS business is the sales cycle and the best way to decrease it is through a sales ready product that will scale B2B sales. Automating as much of the human labor in the sales cycle is one of the largest areas of leverage for your business. This is more than asking your sales team to be more efficient, this is: i) creating cross-team goals across product, marketing, and sales, ii) measuring and iterating on the sales cycle, and iii) automating as much of the sales cycle as possible. How to think about a Sales Ready Product: One should create a sales ready product after creating a minimum viable product (MVP). An MVP is an early iteration of product with just enough features to satisfy early customers and to provide feedback for future product development. After releasing an MVP, do things that don't scale. That means intensely focusing on selling the product with as much human glue as necessary to learn what works with what customer segments. Then, start working on a sales ready product that incorporates learnings on how stakeholders learn about, test, decide whether or not to buy, integrate the product, and ultimately use it. [...]
When closing a sale or influencing a situation, resolve the roadblock no the symptoms.
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