Sales Market Fit

The biggest issue with marketing is - defining what it is. This year I read 50+ job PDs for a "Product Marketer" and sadly found... They were almost all completely different... - Some were asking for a product marketer. - Some were asking for a product + content + paid ads + SEO marketer. - Some were even asking for (what I'd define as) a product manager... The issue = without a clear definition or scope, everyone loses. Marketers become overworked - leaders get frustrated by lack of results. Most PDs were hiring the work of 4-6 people yet paying below market rate for 1... Only 2 things can come of this: 1.) You'll scare away any decent marketer worth paying for. 2.) You'll get a bunch of people who are either naïve or lying and you won't know until it's too late. Or - by some miracle you hire the 0.00001% unicorn who can do it all and doesn't know their worth - but I wouldn't count on it. This year I've met dozens of amazing marketers who are now freelancers claiming the expectation-to-pay ratio as a big reason for going solo... The problem boils down to 3 things: 🔴1.) Doing 'marketing' is easy - but doing 'good marketing' is hard. 👉 I.e. I can write you a blog in 15 mins - but it'll probably be dog sh!t with 0 results. Whereas a blog that generates 10 leads can be tricky and take time. 90% of good marketing is research & analysis - but most don't want to pay for this. Non-marketers only see the output and underestimate the work involved. 🔴2.) Marketing is probabilistic, not deterministic. 👉 I.e. Company leaders are deterministic. They need direct answers with certainty to make critical decisions for their investors. However, it's impossible to predict market behaviour. You can only estimate the outcome based on past results (probabilistic). This is why running testing and growth marketing is so important to find what does/doesn't work at a lower cost/risk. 🔴 3.) Marketing is endless. 👉 I.e. Marketing is how your organisation engages with the market. So, short of building the product and internal admin, ‘doing marketing’ can extend to almost everything in the business… You'll die trying to do it all. So in 2025, for everyone's sake - to those hiring can I please recommend: 1.) Speak to your network or hire a consultant to see what sort of marketing might makes sense for your company. (Happy to give you my 2 cents). 2.) Test, test, test. Run tests on paid ads, webinars, organic content, etc. Find what might or might not work before locking in an FTE. Marketing is endless. You'll die trying to do it all. You'll see far more results doing the 2-3 things that work, and hiring accordingly.

What is demand generation?  Well, I've found that trying to define it may in fact be the fastest way to start a fight between marketers... That being said... There seems to be an upward trend of B2B SaaS companies... Demanding it. So in the last month I’ve read 50+ articles, 30+ demand gen job applications and spoken to half a dozen demand gen marketers to help get a more collective view on what it actually is. Giants like Mailchimp, Amazon and Cognism basically suggests demand gen is: - Understanding your buyer. - Understanding your buyer’s problems and needs. - Creating awareness of your product to your buyers. - Stimulating interest in your product from those buyers’ problems. - So that they consider purchasing from you when the time is right. But… Isn’t this just… brand marketing? Or content marketing? Or just good marketing in general? The confusion seems to stem from the misalignment between marketers and non-marketers. Brand marketing tends to be viewed by non-marketers as ‘non-revenue generating activity’. And since a business’s main goal is to generate revenue, many reject it. But when we consider this activity as 'generating demand' - it becomes much more palatable for non-marketers. Yes it’s just ‘good marketing’ - but it’s good marketing that focuses on buyers early with the intent to influence, not convert… B2B companies are now starting to accept what marketers have been ranting about for years: “less than 3% of B2B markets are ready to buy and 82% of those will chose a brand they trust and have been influenced by previously” So after years of low quality leads, low sales and consequent low growth - attention is now looking back upstream to where the problem is and where investment might be better spent. It's now undeniable that sustainable growth in B2B SaaS needs: - Demand gen = marketing to those who AREN’T buying. - Demand capture (a.k.a. lead gen) = marketing to those who ARE buying. Generate the demand then capture demand. (Real) Lead Gen = Demand Gen + Demand Capture. For the full article and how B2B SaaS companies can go about their demand gen 👉 Click here: https://lnkd.in/grqgD67r

If You Can Build Trust and Confidence in B2B Sales, You WIN!! Sales isn’t just about closing deals, that's the consequence of guiding your clients to a buying decision. But your potential clients won’t let you guide them unless they trust you and believe in the value you’re offering. Whether you’re a founder, salesperson, or customer success manager, the mission is the same: build enough trust so the buyer knows you can help them achieve their goals. It’s not about pressuring someone into a decision; it’s about instilling confidence that your solution can deliver real results for their business. The best way to do this? 1️⃣ Prove your value throughout the process, not just at the close. 2️⃣ Focus on outcomes that align with the buyer’s business needs. 3️⃣ Make sure your actions reinforce the trust you’ve built, from start to finish. What’s your strategy for building trust with clients? Let me know in the comments. #B2BSales #Startups #CustomerSuccess

Do you have ambitious revenue goals for 2025? (Do these goals involve creating or growing your sales team?) Today, I am hosting a webinar to help businesses transition from founder-led to effective team-based selling. This 4 step framework will give you the strategy and process to make this transition possible to accelerate growth by building a solid team with a coordinated strategy. Even if your business has moved past the founder-led sales stage, this framework can still work to build more effective teams. Hope to see you there. #growth #b2b #startups #founder

How do you scale beyond founder-led sales? Listen to the latest episode 👇 Joran, discusses with Gavin on how, when & why you can go about this. --- #founderled #salesled #b2bsaas

99% of B2B SaaS sales processes have a fundamental problem... They aren't designed with the specific intent of creating 𝗗𝗘𝗠𝗔𝗡𝗗 in a 1st principled, repeatable way. Because of this, many businesses struggle to build and maintain a sales pipeline that consistently wins clients. I've lived this exact experience for many years selling B2B SaaS. Once I changed my focus to the strategy and process of creating demand, I built a converting, repeatable framework to win clients with less effort. Here is a 5-step framework called the 5𝘼𝙏𝙀 𝙈𝙚𝙩𝙝𝙤𝙙 that will work alongside any sales process or methodology to build strong demand for any B2B SaaS solution. 🎈Follow Gavin Tye for B2B SaaS Sales Strategy content and finding Sales Market Fit. Please reshare 🔄 this or like 👍 this to support my work.

How you treat people matters and leaves a lasting impression...especially in sales. As a founder leading sales, you're juggling many roles—but here’s something to think about. Customer service isn’t just for after the sale. It starts from the very first interaction. In my latest article, I dive into why exceptional customer service is the secret weapon for closing deals faster and building lasting relationships in founder-led sales. You’ll learn: 1. How to anticipate your buyer’s needs and guide them through their buying journey 2. Why focusing on solving problems, not just selling, leads to better results 3. Practical tips to reduce sales friction and build trust during the sales process Enjoy the read! 🎈Follow Gavin Tye for content on B2B SaaS Sales Strategy and how to find your Sales Market Fit. Reshare 🔄 this or like 👍 this to support my work. #FounderLedSales #CustomerService #B2BSales #SalesStrategy #StartupGrowth

Selling B2B SaaS is one of the easiest things to do....SAID NO ONE EVER!!! There’s a good reason for this...Many startups are trying to sell the product they've developed but that's not what their customers want to buy. Customers really want the outcomes or the improvements your solution gives them. I made this mistake myself early on. I thought I was selling a tool for managing engineering drawings. But I realised my customers weren’t buying a tool—they were looking for a way to improve their business processes. Once I shifted my focus from “this is the product” to “this is how your business will run better,” everything changed. This subtle but critical shift changed everything from the questions I asked to how I proved ROI. It was like night and day the results I achieved. If you’re struggling in B2B SaaS sales, here’s the reality: 𝙎𝙩𝙤𝙥 𝙨𝙚𝙡𝙡𝙞𝙣𝙜 𝙛𝙚𝙖𝙩𝙪𝙧𝙚𝙨, 𝙨𝙩𝙖𝙧𝙩 𝙙𝙚𝙢𝙤𝙣𝙨𝙩𝙧𝙖𝙩𝙞𝙣𝙜 𝙤𝙪𝙩𝙘𝙤𝙢𝙚𝙨. Your customers don’t care about all the bells and whistles your product offers but they do care about how it’s going to solve their specific business problems. Here’s a practical tip: When pitching, emphasise how your solution will either help the client increase revenue, reduce costs, or cut down on risks. That’s what drives purchasing decisions. __________________ 🎈Follow Gavin Tye for content on B2B SaaS Sales Strategy, Sales Market Fit, Lead Generation Strategy Reshare 🔄 this or like 👍 this to support my work.

Your startup doesn't have a sales problem—it has a Sales Market Fit problem! Most B2B SaaS startups struggle not because they don’t have a great product, but because they haven’t found their Sales Market Fit. It’s not about what you sell but how you sell and the value you articulate to your clients. Here’s the game-changer 👉 The 5ATE Method: 1️⃣ Educate your clients on their problems 2️⃣ Articulate your product’s outcome 3️⃣ Demonstrate the solution in action 4️⃣ Quantitate the ROI 5️⃣ Formulate a scalable process for repeatable sales Check out my latest newsletter to learn how to unlock the power of finding your Sales Market Fit and scale your startup. #startups #salesstrategy #growth #B2B #SalesMarketFit #SaaS #scalability #entrepreneurship #business

We can all agree that growing to 10k / 10M ARR is challenging. As a Grow Your B2B SaaS podcast guest, I shared my advice about why intentionally creating demand for your solution is critical in achieving growth. Joran Hofman is doing an amazing service for B2B SaaS founders and his podcast provides so much value, regardless of where you are on your journey. See below 👇 Listen to the full episode here; https://lnkd.in/gCHVCybA #b2bsaas #saas #founderadvice