B2B SaaS sales: 2 mistakes reps make all the time

If you’ve got a sales team selling your SaaS product, there’s two things that probably happen way to often on the sales floor:

1. Sales reps offer discounts they shouldn’t be offering

2. Promise that a feature the prospect requests will be implemented soon (without being able to deliver on that promise)

Both of these things can help a sales rep to close a deal right now. But they’ll hurt your business in the long run.

Let me say this very clearly:

Discounting your product and committing to features you won’t actually deliver will cause more harm than good. Yes, the rep makes a commission. Yes, it’s good for their quota. Yes, it looks good on a spreadsheet (now).

But in the long run, it’ll require you to invest resources into appeasing unhappy customers. It’ll also increase your churn rate and damage your brand’s reputation.

If you’re a sales rep and you’re handing out discounts and overcommitting… you’re not doing your job!

Want to learn how to deal with prospects that say your product is too expensive, or that it lacks features they absolutely need? Click here to read more!