> On the other hand, I do know that it's a widespread feeling among salespeople, that a person who interacts with them, without buying anything, is stealing from them.
It's less this, and more that some customers have no business buying certain products, and the sooner you can filter them out of your sales funnel, the happier everyone will be a year from now.
Let's say you sell specialized enterprise SaaS that normally gets integrated at the API level. This means:
- Lots of potential customers are too small to benefit from the product, or they don't understand what problem the product is actually solving.
- Closing a sale probably involves lawyers and custom contracts, which costs $$$.
- Customers need to either know how to use an API, or they need to have budget to pay the SaaS provider to write integration code.
- Once the sale is closed, there's likely to be labor-intensive onboarding process.
- You don't actually want customers who are going to try it for a year, hate it, and bail. You want people who love it and who will renew every year, or who will buy more without another sales process.
So sales people are trained to think about these issues, and to prioritize leads who have relevant problems, a good baseline understanding of what the product does, and enough budget to be able to properly set up and use the product.
It's less this, and more that some customers have no business buying certain products, and the sooner you can filter them out of your sales funnel, the happier everyone will be a year from now.
Let's say you sell specialized enterprise SaaS that normally gets integrated at the API level. This means:
- Lots of potential customers are too small to benefit from the product, or they don't understand what problem the product is actually solving.
- Closing a sale probably involves lawyers and custom contracts, which costs $$$.
- Customers need to either know how to use an API, or they need to have budget to pay the SaaS provider to write integration code.
- Once the sale is closed, there's likely to be labor-intensive onboarding process.
- You don't actually want customers who are going to try it for a year, hate it, and bail. You want people who love it and who will renew every year, or who will buy more without another sales process.
So sales people are trained to think about these issues, and to prioritize leads who have relevant problems, a good baseline understanding of what the product does, and enough budget to be able to properly set up and use the product.