SaaS and marketing companies typically have 2 problems in sales.
They overtalk/overthink their positioning which makes it difficult for customers to know how to buy.
And they think their salespeople will be able to create a sales strategy, when most are better as executors.
We work with SaaS and marketing founders to solve both these problems.
If you give a salesperson amazing sales process but weak positioning they're doomed.
If you give a salesperson excellent positioning but weak sales process, they'll probably find their way.
Typically positioning is written by marketing, without a specific mindset of how it will flow into the sales process, including call scripts, pdf collateral and email/LinkedIn messaging.
This effectively hobbles salespeople when marketing writes long form,
adjective laden
positioning, instead of sharp, to-the-point positioning that's
impossible not to understand.