Mark Osborne explains why traditional cold calls and Zoom meetings fail for SaaS sales in construction. Construction buyers hang up on unknown callers and forget virtual meetings. In-person contact is what actually sticks.
I would say that we went through a lot of banging our heads against the wall in terms of the typical like SaaS sales strategy of cold outreach. Well, even like a bit warm outreach in terms of like calls and phone calls. If they don't know you in the industry, they're going to hang up on you very quickly. It doesn't work. You need to get like, and just like in those books, like you have to get in front of your customers. And especially in the construction industry, They have to remember you. Even Zooms I don't like to do because they don't remember you the night— like, and I'm the same way. I'm on 100 Zooms a day. I don't remember the conversations.
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