This is a short transcript excerpt from a YouTube conversation (host intro + speaker remarks) where Jason M. Lemkin argues that B2B SaaS sales should focus on solving customer problems rather than hard-selling—using a Tesla analogy to illustrate consultative, value-driven selling. The clip also introduces Lemkin as the creator of SaaStr, a large community for SaaS founders.
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 four calls answering all your questions, and I'm explaining 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 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 Lemkin. Jason created and runs Saster, the world's largest community for SaaS and B2B founders.
