How do you promote after they ask for important options you don’t have but?


Expensive SaaStr: How Do You Promote When They Ask for Important Options You Don’t Have But?

That is certainly the artwork of enterprise gross sales. 🙂

Marc Benioff and his crew have been legendary at this. Many seasoned enterprise gross sales execs are good at it, too.  We’ve all been there within the early and even center days.

The bottom line is merely to acknowledge the hole — and if you’re prepared, decide to constructing what the client wants inside X months.

Enterprise clients are used to this. Generally, they’ll chunk and agree. Different occasions, they’ll want extra proof.

However it’s price a shot if (x) you fill 90%+ of their want as is and (y) in addition they imagine you to be the general vendor of selection.  They’ll usually look forward to one characteristic hole to be solved.  When you actually commit.


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