Last week, you may have “met” Edward — the sales rep tasked with expanding his software company’s reach into APAC.
Despite the fact that Edward possessed more than a decade of SaaS experience, he was having trouble closing deals.
Interestingly, his disappointing conversion rate wasn’t due to poor product knowledge, distracting coworkers or lack of sleep; it actually stemmed from venturing into uncharted territory.
Last year, his organization surprised everyone when it quietly skyrocketed to $100M ARR. Suddenly, IT buyers of enterprise-level companies were contacting the sales rep with increasing frequency.
These individuals were significantly more risk-averse than the decision-makers whom Edward was accustomed to working with.
Each lead peppered the sales rep with numerous questions in an attempt to answer one indirect question: Are you credible enough to ensure that MY organization will get what IT needs without fail?Read More