“Our product works. It saves our customers a lot of money. We can prove it. Heck, we even do a pilot for them when they ask. Afterwards, they see the numbers, the data confirms our claims. But they still don’t buy! What are we doing wrong? “
This is the main sales challenge of a startup I recently talked to in a sales office hour.
Their product is strong. They’re serious players; big government agencies among their customers (and they showcase it on their website).
They think they’ve arrived at the promised land of product/market fit.
Their business is doing very well, through referrals. But now they want to grow faster, so they started a cold outreach campaign.
Generating qualified leads is easy ...