Overcoming SMB inertia is a major problem for many folks that listen to the Bowery Capital Startup Sales Podcast. While a new generation of IT buyer is emerging in several categories like restaurants, health & wellness facilities, and other brick-and-mortar locations it still is extremely difficult to get a small business to change their mindset and shift off of existing IT tools or buy something new. This week, we had Kevin Petry fromBookeron to discuss the problem of "Overcoming SMB Inertia." We've covered the SMB category before focused generally on thehigh-velocitynature of the sale but never discussed overcoming SMB inertia. Of all the experts we could have had on the show to discuss overcoming SMB inertia Kevin knows this problem first hand from a 30+ year career selling into small businesses. Before joining Booker, Kevin held sales leadership roles at FrontFlip, Groupon, Rubicon Interactive, and Entertainment Publications. He is an industry expert in SMB customer acquisition and retention having been involved in organizations that have acquired over a combined one million SMBs. We started the discussion on some of the specific high level thoughts around the mindset of a small business and what overcoming SMB inertia actually means. Then we dive in to the 4 key reasons that these SMBs tend to say no and Kevin responds with specific tactical lessons that he has learned throughout his career. We cover each of the 4 in the same manner and for anyone selling into the small business category Kevin gives the listener a fair amount of ways to overcome the specific challenges around each of these. We close with a high level of what to do if none of your strategies are working and also touch on knowing when to kill a deal versus keeping the conversation going. Give a listen below and we hope you enjoy another edition of the Startup Sales Podcast!
Bob Lempke from Chartio joined us in the Bowery Capital studio this week to discuss "Using SaaS Discounts To Drive Sales." Every founder or startup salesperson in software has faced it at some point: the need to give a little on pricing to win a deal. Discounts have become such a fundamental concept in SaaS sales that some founders advocate a built-in buffer to account for inevitable wiggle room on price point. That said, while SaaS discounts can help you win deals (or retain / upsell them) in the moment, the practice can also be a slippery slope. Too much rate pliancy can not only hurt your P&L, but also cause obstacles in the long run by devaluing your product in the market or providing a crutch for otherwise ineffective salespeople. In our session today, Bob and I will discuss how sales leaders should always consider SaaS discounting a weapon in their arsenal, but use it only for the right reasons (and nearly always as a quid pro quo).