The Win Rate Podcast with Andy Paul The Balancing Act Between Tech & the Human Touch
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Oct 9, 2024 Teri Long, VP of Global Revenue Enablement at Mindtickle, Jeff Winters, CRO of Abstrakt Marketing Group, and Haris Halkic, Founder of SalesDaily.co, share their sales expertise. They discuss the alarming low win rates in SaaS and the impact of competition and buyer perception on sales strategies. The conversation emphasizes the need for genuine human connections amidst digital selling, along with the importance of coaching and understanding sales DNA to enhance performance. Insightful lessons from old-school sellers and poker strategies are also highlighted as keys to success.
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Surprisingly Low Win Rates
- Low win rates around 17-20% in SaaS and B2B sales are surprisingly common and not causing enough alarm.
- This suggests a deep issue in sales effectiveness and buyer experience, demanding more focus and action.
VC Money Crowds SaaS Market
- High VC investment in SaaS has crowded the market with many similar competitors.
- Increased competition naturally drives down average win rates as buyers have more options.
Human Experience Differentiates Sales
- Buyers perceive many products in a category as similar, making product and price table stakes.
- The real differentiator is the human experience the buyer has with the salesperson.