How Does Your Product Solve My P0 Priorities
To answer it effectively, you need to know what the buyer’s P0 priorities are. But, even if you don’t, most P0 priorities boil down to:
- Making $$$
- Making more $$$
- Making more $$$
- Making $$$ faster
- Reducing $$$
As you can see, making money >>> reducing costs.
It’s much easier to claim that your product reduces cost than to say it will make more money. This is because making $$$ is a complex process with many moving parts. You probably help with 1 of 100s of moving parts. So, it’s hard to convincingly claim “buy my product, make more $$$”.
So, the trick is to justify your product through secondary metrics that will obviously impact $$$
Let’s look at HeySam as an example.
1. Sam Cuts Rep Ramp Time
If it takes 4 months to ramp a rep, giving them Sam will cut it in half.
HOW? Sam is a personal, always available SE that can help the rep master the product faster and sell with confidence.
WHY DOES THAT HELP ME MAKE MORE $$$$? You can’t expect a rep to deliver on quota until they are fully ramped.
2. Sam Improves AE:SE Ratio
If you needed 1 SE for every 2 reps, with Sam, you will need 1 for every 4.
HOW? Sam can replace the SE in your top-of-funnel convos that will save your SEs 30% of their time. This means you have to hire fewer SEs.
WHY DOES THAT HELP ME MAKE MORE $$$$? It doesn’t. But, it helps you reduce cost 😀
