Jason M. Lemkin argues that most founders and B2B sales reps make the mistake of 'selling' rather than solving customer problems. He uses an extended Tesla Model 3 Performance analogy—contrasting commodity-style pushy selling (used-car tactics, discounts, rehearsed talking points) with a problem-solving approach focused on helping buyers see fit and value.
Here's the mistake that 99% of founders and sales reps make. 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. 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 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 expl explain 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, I kind of got you, don't I? And that's the job of SAs and sales because we're not selling commodities.
