The War Room
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How often do you lose deals because of the product?

We all know that there are a myriad of things outside of our control and this is just one of them but I’m curious to get SaaS AE’s input here.


How often do you find yourself losing deals over flaws in the product (which can become apparent during a demo, trial, etc etc).


Important to note that I’m referring to flaws in the product, not gaps in services as this might indicate a poor product fit and therefore wouldn’t be too applicable.

📈 Closing
☁️ Software Tech
12
braintank
Politicker
+6
Enterprise Account Executive
All the time, which is why I'm starting a new job in 2 weeks!
GDO
Politicker
+7
BDM
Well if the product is the issue the solution is a new gig. 
Rallier
Politicker
+9
Account Executive
My old company it happened quite a bit. My new one not so much
funcoupons
WR Officer
+11
up in Fiji, under paddy
Almost never. I lose deals due to lowballs from competitors, tight relationships with brokers, and a prospect's fear of change because the insurance industry is not exactly trustworthy in most people's eyes...
MrMotivation
Politicker
+4
Sales
Are doing commercial P&C or employee benefits?
signandrecline
Opinionated
+5
Enterprise Sales & Demand Gen Manager
what he said.
cw95
Politicker
+6
Pricing Executive
Probably every 3/5 but also due to them being forgotten about due to others prioritising larger deals.
ChicagoSalesHunter
Account Executive
Not often. I lose deals more because we are the most expensive solution. If I lost a deal, its because I didnt sell on the value or uncover the correct objective. 
Justatitle
Politicker
+8
Senior AE
2-3 times per month the others are lost due to poor salesmanship and a general lack of care, but I digress 
SaaSguy
Politicker
+5
Account Executive
Old company often, new company always lose on price
wahmsales
WR Officer
+10
SDR
At my old job, all the time. Barely anyone got results from it. We had no case studies, no social proof.
Beans
Politicker
+5
Account Executive
Previous gig in med device - frequently, it was an extremely competitive space and we weren't iterating fast enough.

Currently in SaaS - rarely to never, it's an industry leader in our space, the largest objection is budget - but most cave. 
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