Lets get one thing out of the way early: Imnotanti-sales.
Id just say Im more pro-customer and product.
Theyve been a delight to work with, and we continue to have a great relationship today.
These strategies backfire in the long run and cause high churn rates due to poor experience.
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Instead of a traditional sales model, we substituted quota-carrying employees for customer-focused success teams.
This approach has resulted in happy recurring customers time after time.
So, what does this process look like in practice, and how does it work?
Growing the no-sales way
I want to reiterate; Im not anti-sales.
Everyone needs to sell their product to make a profit so their business can grow.
However, Im a firm believer that any go-to-market approach needs to be thoughtful and customer-focused.
They have a problem, they need a solution.
Provide a seamless way for the prospect to sign up to connect with your business and sample your product.
The difference between them and a sales team?
Theyve actually used the solution, helped troubleshoot, and can answer the tough questions.
Deliver a personalized experience
Theres no one-size-fits-all company deployment.
Ask the prospect questions.
How can we make it better?
Whats your current approach and future needs?
Let them use the entire product
This is where many startups fall flat.
They say they deliver value, but they provide a test run of a watered-down product.
You simply cant provide a bad free version.
What are the most common points of feedback?
What are the most popular features clients need?
What can their old providers not deliver on?
Find the most significant pain points and solve them as fast as you’re free to.
Building the level of rapport helps close deals honestly and organically.
In fact, more than 50% of our trials become paid customers.
No-sales approach is a good option
Ultimately, business is built on mutual respect.
And larger legacy organizations tend to forget that.
