Categories
SaaS Sales Startup

How To Win Competitive Deals

The conventional practice is to convince prospects that your product is superior to your competitor’s.

But it’s not required. There is an alternative option.

It might be sufficient to convince prospects what’s good about your product with a clear, honest, and informative way.

I even have a slide in our Sales deck that tells prospects about the gaps in our product that they will miss in the near term when they switch over from our competitors to us.

If the prospect feels certain that your product is good, and appreciates your honesty, it’s very likely that they will still buy your product.

Categories
Entrepreneurship Startup

The Only Right Reason To Do a Startup

There is only one right reason to do a startup:

You fall in love with your customer’s problem.

Everything else is a distraction.

Categories
Marketing SaaS Sales Startup

The Most Exciting Part of Apple’s Product Announcement

The most exciting thing for me about Apple’s product announcements is not about their products.

It is about their website’s copywriting. 📝

They are one of the best copywriters in the world.

They make me believe everything they’re doing is the biggest, thinnest, lightest, and fastest. 😀

They convince me everything they’re launching is revolutionary, magical, and first of its kind. 🤩

They make it catchy too: E.g.,
• H2OK.
• 5G Speed. OMGGGGG.
• Blast past fast.
• Big news. Mini news.

If you’re a marketer, then you should read every single page and paragraph on their website.

Observe the word choices they’ve made.

Get inspired and steal what’s best.

Categories
Entrepreneurship SaaS Sales Startup

Predictable Salesperson

You have probably heard of Predictable Pipeline and Predictable Revenue.

But have you heard of Predictable Salesperson?

It’s the one who builds the Predictable Pipeline to deliver the Predictable Revenue.

Predictable Salesperson believes in – “You are what you repeatedly do. Excellence, then, is not an act, but a habit.”

She believes – how you choose to live your days is how you choose to live your life.

She’s putting in the time and effort every day to reach the success she truly wants.

She’s skipping binge-watching the new series because she’s working towards something bigger.

These are the decisions that define who a Predictable Salesperson is and how successful they become as a sales professional.

It’s about daily habits, not about the end goals.

How do you become a Predictable Salesperson?

Create a repeatable process for yourself that you can do every single day without fail.

Focus on actions you control rather than putting all the pressure on results that might not come.

Categories
Entrepreneurship SaaS Sales Startup

“Maybe” Is Not The Worst Response In Sales Anymore

The common adage in Sales is “maybe” is the worst response you could get from the prospect.

It’s better to get “no” than “maybe”.

“Maybe” is a land of hope. Reps shouldn’t waste time there and instead seek “no” and chase new opportunities.

But is it still true with the modern B2B and SaaS buying behavior?

With the power of buying is shifting to buyers, are Sales reps being forced to be very transactional?

Your prospects might have other burning fires going right now. Sometimes the need is there, but the timing is not right.

They’re getting the job done just fine right now. But the need could go stronger as their world evolves.

Just because it’s a “maybe” right now, it’s not a “no” in the future.

“You can’t turn a no to a yes without a maybe in between.” – Francis Underwood

What should Sales reps do when they get “maybe”s?

• List down the most common objections that cause your prospects to answer with a “maybe”.
• Educate sales reps to approach these objections with new sense of purpose and respect the buyer’s world.
• Craft an outreach email campaign to stay on “top of mind” and provide continuous education value.

And eventually when their need becomes stronger, their “maybe” will turn into a “yes”.

Categories
Entrepreneurship Philosophy Productivity Startup

How to Get Unstuck and Motivated?

Are you feeling stuck and not motivated enough to finish your project? Not seeing enough progress or finish line in sight?

Here’s a simple operating principle that keeps me motivated even in the most uncertain projects.

Divide your project into smaller milestones.

Yes, it’s clichéd, but it’s still surprising how often people get stuck because they focus too much on the end goal.

They get overwhelmed, stressed, and lost. And that kills their motivation.

And that’s why – you need to set smaller milestones.

Ideally, a milestone should be accomplished in a few days or max 1-2 weeks.

No milestone should be longer than 2-3 weeks. If it feels it would take longer than a few weeks, then break it again.

Smaller milestones help you get something done.

It helps you accomplish smaller victories and build momentum.

And momentum fuels your motivation and keeps you going.

Categories
Entrepreneurship Startup

A New Way of Working

I was on a podcast y’day and the host asked me why I got into entrepreneurship. And it reminded me of how I used to get fascinated by manufacturing factories and used to think – one day, I want to build a “factory”. 🏭

Well, that dream never came true 🙁 as I got into Software 😊. And that got me thinking – that’s a new reality.

Today, if you need to start a Software or Internet-enabled business, all you need is – a creative mind and a laptop.

You don’t need a fancy office or expensive machinery. Almost anyone can be in business.

You don’t need unions and departments. One person can do the job of many.

It’s probably easier to start a Software and Internet-enabled business as tools are accessible a click away.

You don’t have to work 9-5. You can work on your own schedule.

You don’t have to take huge debt and a big risk. You can have little savings to get started.

You don’t have to go door to door or trade-shows to sell your stuff. You can sell to anyone in the world by sitting in your home.

It’s a new way of working.

And it is very relevant and important in today’s unemployment situation.

Don’t think you’re starting a “business”. For some people, that is daunting.

Think it like – you are going to work for yourself.

Categories
Startup

Hire Better Writers

We recently hired Sales executives at Avoma. One of the reasons we hired them vs other candidates – they demonstrated that they were better writers.

That’s our new hiring criteria when there are multiple options – hire a better writer. 📝

It doesn’t matter if that position is for sales, marketing, design, and even programming.

Better writing suggests that they have clarity in their thinking.

It means they can communicate effectively so others can understand it easily.

Which means there is less back and forth and faster collaboration. ⚡️

And that’s a secret sauce to achieve more with less.

Categories
Philosophy Productivity Startup

The Secret for Doing Effective Work

If there is one secret to do your work most “effectively” – then it is “concentration”.

Every single time when I take up too much on my plate and commit to too many things – I mess up.

The quality of my work and results hamper.

And obviously, I never complete everything I commit.

On the other hand, every single time when I concentrate on only one important thing at a time – I excel.

While saying this is easy, doing it is very hard.

Even though I know this, I make the mistake of saying “Yes” to too many things all the time.

But constantly thinking and reminding about this helps me to keep building my self-discipline to say “No” more often.

In fact, concentration helps me to
– Finish things faster
– Produce better quality
– Use lesser resources

So my recommendation to you – review what’s on your plate, pick up the most important thing, and only concentrate on that thing.

There you have it – a simple, yet powerful secret to do your work most “effectively”.

Categories
Entrepreneurship SaaS Startup

There is No Plan B

When I was doing customer-development and searching for a co-founder for Avoma, people often asked me – “Are trying to throw this idea on a wall and see if it sticks?”

I hated that question.

There was no Plan B for Avoma.

I strongly believed in the problem with extensive customer research and the gap in the market.

I had a point of view to solve this problem and an ambitious vision of what the world would look like in 5-10 years.

I left the high-salaried full-time job without having a co-founder for 6 months, without having a prototype, or any sort of commitment and clarity on any milestone.

I never doubted my vision and the opportunity even though we had very (I mean really “very”) highly-funded competitors.

We had many investors rejected us because we had “many” highly-funded competitors who had already launched and were ahead of us in the market.

There is not even a single day since Avoma’s inception I ever thought about a Plan B.

There is no Plan B.