Don't be the Happy Gilmore of SaaS Companies

Let's be honest, revenue solves all problems, and one of the best ways to get it is by increasing lead gen.

The great thing about sales automation tools is they allow marketers and sellers to fire out content the way that Happy Gilmore fires off drives.

Great lead gen is like being able to drive it 300 yards.

But what do they say, "Drive for show, Putt for dough?"

In SaaS businesses, it's sales and presales teams that do all of the putting and bring in the revenue.

Companies typically focus on the following: 1) Lead gen, 2) Sales Effectiveness, 3) Presales Effectiveness. In that order. The reality is, they rarely get to the third area, and even if they do, it is the most difficult to fix so they usually just address it with technical training.

For these reasons, presales teams usually operate using a hero culture where there are one or two rockstar SEs that can sink a putt from 20 feet away (they are both supremely technical and perfectly succinct) and a bunch of others that will take 4 or 5 strokes and eventually get it in (they are extremely technical, but take a lot of explaining and building to advance the sale). This works when you're small but not when you have to scale.

Don't be a Happy Gilmore SaaS company. Spend some time on your putting (presales) and start winning more.

The price is right...Bob.