Are You Selling a Vitamin or a Painkiller?

Jesse shares his response to a question that came up during an SSP meetup about selling a must have (painkiller) app v. selling a nice to have (vitamin) app. Here's two things you can do if you find yourself at a vitamin SaaS company:

1. Learn all you can about your buyer and their industry so you can be a partner and consultant to their business

2. Truly understand WIIFM... What's in it for the buyer and how can you convey that outcome in your process.

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