Have you ever had someone not buy because what you were selling fixed a problem that gave them job security?
Derpfrickinvalu
Threat to Your Prospect's Job Security
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Both construction software and childcare software.
In construction, the scheduler who normally does it manually on a white board felt their job would be lost to automation when in reality, they'd be able to schedule like a fucking champion because of technology.
Timesheets person thought they'd be made redundant due to award interpreter automating double time etc... when in reality they could be repurposed elsewhere in the finance team for more important deliverables (ie helping the commercial leaders with P&L or working on extra deliverables to make your managers job easier).
Childcare software, the admin person who types in the enrolments for a baby/toddler/kindergartener (yep that's a fucking job) would lose their job due to our online enrolment form that populated the child's profile automatically when in reality they were free to build more meaningful relationships with children and parents in the centre.
I think industries and verticals can be different so I apologise for the general advice but I think it can be used as a starting point.
In construction, the scheduler who normally does it manually on a white board felt their job would be lost to automation when in reality, they'd be able to schedule like a fucking champion because of technology.
Timesheets person thought they'd be made redundant due to award interpreter automating double time etc... when in reality they could be repurposed elsewhere in the finance team for more important deliverables (ie helping the commercial leaders with P&L or working on extra deliverables to make your managers job easier).
Childcare software, the admin person who types in the enrolments for a baby/toddler/kindergartener (yep that's a fucking job) would lose their job due to our online enrolment form that populated the child's profile automatically when in reality they were free to build more meaningful relationships with children and parents in the centre.
I think industries and verticals can be different so I apologise for the general advice but I think it can be used as a starting point.
I sold construction SaaS before and "but that's my job!" was a pretty common end user reaction. They can tank your deals unless you outline what @Prunetracey said.
No this is great, the examples are really helpful. Much appreciated!
Yes. Hello US Government running Medicare. %$#!
Your username cracked me up btw 😆
Your username cracked me up btw 😆
Damn, didn't even think about that 😬
Haha I'm glad you got a kick out of it!
Haha I'm glad you got a kick out of it!
This happens to me quite a bit. Our software would oftentimes replace a humans job. Makes it much tougher
What space are you in?
Yep. I generally try to follow one of two approaches.
Option 1: Try and find a new champion within the business to demo. Only works if you can multi thread.
Option 2: Paint a picture of how they can be repurposed in the business to deliver more important outcomes. You'll need to build a solid relationship first and know a fair bit about the industry or they'll think you're full of shit.
Option 1: Try and find a new champion within the business to demo. Only works if you can multi thread.
Option 2: Paint a picture of how they can be repurposed in the business to deliver more important outcomes. You'll need to build a solid relationship first and know a fair bit about the industry or they'll think you're full of shit.
That's some damn good advice. I feel like you could try one/both of these and then focus elsewhere if it doesn't pan out.
What was it you were/are selling if you don't mind my asking?
What was it you were/are selling if you don't mind my asking?
Like, nearly every day. It depends on who I’m talking to in the org but it’s possible to frame it as augmenting their department or freeing up their time for more strategic initiatives… or if I’m taking to a PE firm about a company we talk headcount reduction
Yep, it seems like the only way to position it with a customer. But even then, people like this seem interested in maintaining the status quo.
I hadn't thought about going after PE firms but ,now that you mention it, they could be great targets for our solution.
Much appreciated, @FromaBlankPerspective !!
I hadn't thought about going after PE firms but ,now that you mention it, they could be great targets for our solution.
Much appreciated, @FromaBlankPerspective !!
Anytime :)
Yes. That’s why you prospect higher to the right people who are trying to create “personnel efficiencies”.
Right, working on the exec pitch that gets us pushed down to the functional user. Haven't quite figured it out yet.
What do you have so far?
LOL my first deal in cyber security - basically turned on the lights and showed them where all the bodies were in their infrastructure. After a few follow up meetings they sent over a cease and desist.
Basically what we found jeopardized their job because they would have gotten fired if anyone found out, so they fixed it and told us to never contact them again.
Basically what we found jeopardized their job because they would have gotten fired if anyone found out, so they fixed it and told us to never contact them again.
Yikes! But you make a really good point, it's not always complacency. Sometimes people are afraid of getting exposed.
Thanks for the insight, @AssistantToTheRegional !!
Thanks for the insight, @AssistantToTheRegional !!
Yes, so shortsighted and frustrating… people who run legacy phone systems seem to have zero interest in expanding their horizons. How does someone not understand they’re more valuable if they’re dynamic in their position?!
Preach!
Sure! Happens a lot in IT. On the other hand, it can make their life a lot easier.
Sure! Sell above them
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