The Official SaaStr Podcast: SaaS | Founders | Investors cover image

SaaStr 623: Removing Friction: How to Turn More Than 40% of Your Prospects Into Long Term Enterprise Customers with Attentive Co-founder and CEO Brian Long

The Official SaaStr Podcast: SaaS | Founders | Investors

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The Number Two Thing in the Sales Process Is Risk

The number two thing in the sales process for me is risk. I have a leaning more towards larger bid market to enterprise type of companies. So it's very important that you understand the risk that buyers are taking by selecting your solution and help them to not feel concerned when picking your solution.

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