In our latest conversation with SaaS experts, we spoke with Scott Leese, an experienced GTM advisor. Scott discussed how hard it is for many founders to nail their sales process, as sales doesn’t come naturally to many. He laid out his roadmap for sales success for early stage founders.
Scott’s 3 areas for founders to focus on are:
Clearly Communicate Value Proposition
Founders must be able to explain their product or service simply and effectively. This includes highlighting the problem they solve, their solution, and why it’s superior to existing options.
Handle Objections
Founders need to anticipate and address customer concerns, from basic budget limitations to complex doubts about fit. Even if the answer is admitting the product isn’t a perfect fit, a well-handled objection can leave a positive impression.
Master Prospecting
The most crucial skill, according to the speaker, is prospecting – identifying and qualifying potential customers. Understanding the difficulty of this process can help founders appreciate the role of sales professionals and build stronger relationships with them.
