Dear SaaStr: What’s Your #1 Opener in Sales?

Dear SaaStr: What’s Your #1 Opener in Sales?

The best opener is sharing how a very similar company or a competitor uses your product — and the exact specific ROI that customer gets.

Everyone wants to know the playbooks of similar companies and competitors.

How often does your sales team actually do this?  Put in the effort to share how another, very similar and/or competitve company, also uses the product?  Listen to those calls.  Not often enough.

But the best reps nail this.  It’s magic.  Everyone wants to know the apps and tools their counterparts are using.  And importantly, exactly how and why they are using them.  That’s not being sold to.  That’s adding value.