Apr 12, 2023·edited Apr 12, 2023Liked by Sandy Kory

One of the factors that seems corny to point out — but out in the field is shockingly uncommon — is that salespeople that know the product they're selling *well* can explode quota (if other armaments are in place anyway, like lead volume is sufficient, etc).

Founders and sales-oriented technical people can sell by accident merely by knowing the benefits of their product and showing off all its best attributes effortlessly. I generally like the approach of "know the product, know the strengths and weaknesses (and direct attention accordingly), and tee users up to buy, versus *selling to* them.

Expand full comment

Great point! In my experience, the median SaaS founders doing sales also have the advantages of working really hard and caring a lot about customer success, which customers can sense and appreciate.

Expand full comment