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But even for companies with this early viral growth, there comes a point in time when this organic growth needs to be supplemented with formal sales. Yes, Slack started off with no sales team. But as it started selling more and more into the enterprise, it staffed up with a deep and strong one.
Despite that value, however, there’s a drawback – a lack of formal salestraining and sales process can seriously undermine those initial efforts. In this post, I outline how SaaS founders should modify their approach and implement a simple sales methodology to increase their odds of success.
Most users view a product only through the lens of their own use, not through the needs and habits of all the users in their enterprise (which is a view someone at the top, such as a Chief Information Officer, is more likely to have). Is your model primarily inbound or outbound? In fact, if this is your salestraining, just quit now.
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