Brian LaManna explains why buyers in enterprise deals have more at stake than sellers. A failed multi-hundred-thousand-dollar investment costs the buyer their reputation and internal credibility. Sellers win by de-risking the deal through implementation plans and dedicated support, not just product claims.
We gotta keep in mind as sellers, like they're the ones with more on the line in every deal. If you lose that opportunity, you have 20 others you're working on. But if they internally advocate for your solution, especially in the enterprise, and it's not just, we'll call it a half a million dollar investment, but it's all the time, the resources, like getting everyone to row in the right way and it does fail or it falls on its head, that is on them, that's on their brand, it's on their equity. So anything you can do to de-risk that and to show you can de-risk that through the process, again, not just through your own product and your platform that it works, but that you have a really solid plan in place that your account team is going to be there to support them. Thinking outside the box versus strictly, hey, our product is better than XYZ competitor product.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
