Solving Problems, Not Selling: The Art of B2B Sales in SaaS

Name: Solving Problems, Not Selling: The Art of B2B Sales in SaaS
Uploaded: 2024-03-02T14:05:26+00:00
Duration: 20 s
Channel: Jason M. Lemkin
Description: B2B SaaS sales should focus on solving specific customer problems, not pushing discounts. A good rep acts like a consultant offering a high-performance…

2 Mar 2024 · 0 min

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B2B SaaS sales should focus on solving specific customer problems, not pushing discounts. A good rep acts like a consultant offering a high-performance Tesla Model 3, not a used car, addressing what the buyer actually needs like charging infrastructure instead of generic features.

We're not really selling in B2B. We're solving problems. Our job as sales reps in SaaS is to not sell a used car. Okay. We are selling a Tesla Model 3 Performance. It has competition. I might not need it this week. Okay. But it's pretty darn good. Let me help you get you into that Model 3 Performance today. And I've even got a special discount for the end of this month.
And let me just help you.
And I've spent 4 calls answering all your questions and I've explained to you all the things and why the Supercharging network is better than the regular one that doesn't really work at the charger near your house. And I've gone on Google and I've seen there's no charging network near your house. There's only Superchargers. I, I, I kind of got you, don't I? And that's the job of SaaS and sales because we're not selling commodities.
Today, my guest is Jason M. Lemkin. Jason created and runs SaaStr, the world's largest community for SaaS and B2B founders.