The Unintended Consequences of Success

Several months ago, I met an entrepreneur with a high-growth SaaS business. Being in the business of selling tools to measure subscription business metrics, I jumped right in, my mind set on a quick close.

I’ve been in sales for over 25 years, so I proceeded to knock down objections. The first, second, third objections came, and then more. Eventually, I realized there was no pain and backed off. Out of his mouth then poured, “we’ll start to look at metrics when we slow down, when we hit a month that wasn’t bigger than the previous month.”