A while ago I spoke with the VP of Sales of Segment.
(Just in case you’ve been living under a rock… Segment is one unstoppable, meteoric-rise SaaS companies.
Here’s what Y Combinator co-founder Paul Graham recently said about them:
We talked about many things that any B2B sales rep in 2016 should know. (And if you’re currently an SDR with big ambitions of becoming a VP Sales at some point… you especially should check out this interview!)
But one of the more tactical takeaways from the interview is what I want to share here: how you can shorten your sales cycle with three simple questions:
What challenges does our product solve?
How can we quantify our solution?
What could happen in the coming months that would expedite the sales process?
Now you probably want a bit more context around these questions to really make them work. So click here to keep reading (or watch a video of the full interview).