insightsquared.com – Sales reps are competing against the status quo. Software-as-a-Service sales teams today are facing a unique problem.
Sales reps aren’t losing deals because of pricing, features or even competitors — they’re losing deals because of the prospects themselves.
What does that mean? Well, today’s SaaS sales reps are struggling against a perfect storm of highly-educated buyers, fear of change, and an increasingly complex buying process. Reps have to sell to multiple stakeholders, who have access to a lot of information and are often wary of making any new purchases.
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