What do SaaS founders look for when buying from a

new vendor?

by Alex Berman from

Alex BermanChief Marketing Sumo

InspireBeats.com$20 million+ Leads Generated

$2 million in Sales

Been selling to SaaS for several years now

And wanted to break down what they look for

To help you sell better

There are 3 things all competent founders look for from new vendors

1. Quality AKA Do they know what they’re talking about?

Was on a sales call yesterday with a customer with a new product

I could tell he’d sent cold emails before himself

And yet

Every question was about the cold emailing process

You’ll see this too from your customers

They’ll ask questions that they could only ask if they knew the answers

These guys are testing you

Answer the best you can, and assume (in your head) you know more than them

Detailed answers with stories always win

Next thing they look for is..

2. Openness and Honesty

Once a company knows you can do the job

They want to know if you’re lying to them

They want to be confident that if a project fails

You’ll come clean before it’s too late

The way to get around this fear

Is to be human

Talk on the call about struggles you’ve had with past clients

Talk about how a project with one of your clients went wrong, and how you fixed it

Bring this story up, even if they don’t ask

3. On time delivery

Clients want to know that you’ll actually deliver when you say

It’s hard to prove this one if it comes up

But

If you have a few past clients and actually deliver on time

You can send this client to that client

As a reference

One client is enough

Send this SaaS Founder to that past client for a 5 minute call

And you’ll win every time

To recap...

To recap, always have three stories ready when on a sales call:

1. Quality - the story about a client you crushed it on

2. Honesty - the story about a client that almost failed, but you turned it around by coming

clean3. On time delivery - send them to a client that

will talk about how you don’t delay projects or are quick to respond

Any Questions?

Alex Berman

Chief Marketing Sumo @ InspireBeats

Mail: alex@inspirebeats.com

Twitter: @alxberman

Need more leads or sales support? http://inspirebeats.com

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