Most SaaS teams are fixing the wrong problem (and wondering why nothing improves)
SaaS sales teams possess a special talent😏:
Solving the wrong problem... in record time.
- "No shows?"
"Bad leads."
- "Low adoption?"
"The users need training."
- "Poor pipeline conversion?"
"We need more leads."
Indeed, because of course, the solution to a bucket with holes is...pouring more water.
The challenging part?
Problems do not originate where they manifest themselves.
"No shows" are not caused on demo day... but on booking day, once the momentum stops.
"Lack of adoption" is not caused during onboarding... but much earlier on, because no one ever clarified what value means.
"Stalled deals" do not happen in the pipeline... but way before that, since low intention became qualified.
When you notice a problem, the root cause might have been developing for weeks at this point.
Yet, we keep perfecting the last stage because it's visible.
Have you noticed this phenomenon? Where?