Bokang Sibolla’s Post

Sales techniques have evolved, but human nature hasn’t. Here’s how early sales lessons can supercharge your cold outreach for a B2B SaaS company: 1. Understand Human Nature (Dale Carnegie) People make decisions based on emotions. Your product’s features don’t matter if you don’t tap into deeper motivations—stress, time, or status. Practical Tip: Lead with the emotional impact. Instead of, “Our tool boosts efficiency by 20%,” say, “Our tool reduces the stress of managing scattered data, so you can focus on growth.” Example: If you sell CRM software, don’t just highlight integrations. Say, “Managing customer data is exhausting. Our CRM helps you streamline the chaos, freeing up hours every week for your team.” 2. Reciprocity Builds Trust (John H. Patterson) Patterson’s principle of giving before asking is key. In cold outreach, offer something valuable upfront. Practical Tip: Share a case study, free audit, or personalized insight in your first email. This builds trust before you ask for a demo. Example: Say, “I reviewed your website’s lead funnel and found three areas for improvement. Happy to share the findings—no strings attached.” 3. Demonstrate, Don’t Just Tell (John H. Patterson) Patterson knew that showing beats telling. Your cold outreach should include an experience of your product. Practical Tip: Offer a short video demo or interactive trial. Let prospects see your SaaS in action right away. Example: Instead of, “We streamline workflows,” say, “Here’s a 2-minute demo of how our tool cut task time by 40% for a similar company.” 4. Relationship Over Transaction (Dale Carnegie) Cold outreach isn’t about immediate sales—it’s about starting conversations. People buy from those they trust. Practical Tip: Follow up with value, not just a sales pitch. Share insights, trends, or helpful resources that show you understand their business. Example: After an initial email, follow up with, “I found this report on SaaS scaling strategies. Thought you’d find it useful.” 5. Feature-Benefit Selling (Early Sales Literature) Customers care about benefits, not features. Translate every feature into a benefit that matters to the prospect. Practical Tip: For every feature, ask yourself: “What’s in it for them?” Shift the focus from the tool to how it solves their pain points. Example: “Our software uses AI to analyze customer data (feature), so you can uncover hidden revenue opportunities faster (benefit).” By applying these timeless principles to your cold outreach, you’ll engage prospects on a deeper level. Remember: it’s not about your product—it’s about how your product solves their problem.

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