Top 5 Myths About SaaS Prospecting

Author

Ryan Steele
March 23, 2024

Our Top 5 Myths About SaaS Prospecting

  1. Myth: Cold Calling is Not Effective

    +Reality: By far, the biggest myth about prospecting is the belief that cold calling is ineffective. It baffles me when individuals claim that cold calling doesn’t work. The truth is, cold calling remains a permanent fixture in the world of sales. If you genuinely have confidence in your products and services, your prospects will share that conviction. Cold calling, when done right (combining value, knowing their business & business problems, and aligning to their largest initiatives) will be a staple in your prospecting efforts.

  2. Myth: Sales Is a Natural Talent

    +Reality: Contrary to this myth, sales is a skill that can be learned and developed. It involves a combination of communication skills, product knowledge, market understanding, and strategic thinking. With proper training and practice, anyone can become proficient in sales. In my experience, the personality of a salesperson doesn’t matter at all. Whether you are introverted, outgoing, fast-talking, slow and deliberate…I have seen it all work with the right training.

  3. Myth: Sales Is All About Persuasion

    +Reality: Effective communication, not aggressive persuasion, drives successful sales. It’s about listening to your customers, understanding their largest initiatives, providing a strong and compelling point of view, and finally presenting your solution with data and metrics to support you can enable transformation. Creating win-win situations where both parties benefit is key.

  4. Myth: Sales Is a Numbers Game

    +Reality: Rather than focusing solely on quantity, successful sales strategies prioritize quality. Identifying high-quality leads, understanding their needs, and providing tailored solutions lead to better outcomes. Patience and persistence matter more than sheer volume. I have seen within a few organizations that I have been a part of the very common “EMAIL BLAST”. While there are times this is ok, such as huge company announcements, upcoming events, or general company education, this will never be a good tactic to get meetings on personalized problems relevant to the stakeholder.

  5. Myth: Timing Must Be Perfect

    +Reality: The ideal moment for prospecting doesn’t exist. The well-trained Salespeople I know, block out time every week to build that muscle and grow their pipeline. Whether it’s the start of the month, the month’s end, the beginning of a quarter, year-end, 9 in the morning, or 4 in the afternoon, no time is flawless. Granted, most Executives are the first to arrive at the office. If you wish to catch them before their assistants, consider calling at 7:50 AM; chances are they’ll pick up. However, the crucial takeaway remains: the perfect time to make that call is right now.

Remember, dispelling these myths is essential for empowering your business development and sales teams. By understanding the true nature of sales, they can build stronger relationships, improve their skills, and drive meaningful results in the SaaS industry.

Lists that we love:

Crazy prospecting statistic of the week:

  • Over 40% of salespeople consider prospecting to be the most challenging part of the sales process. Surprisingly, closing the deal ranked as the second most challenging part (36%), followed by qualifying (22%)

Happy Selling!