Sign up to save your podcasts
Or
Share SaaS Sellers: Your Buyer Enablement Sucks
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
SaaS Sellers: Your Buyer Enablement Sucks
Calling out SaaS sellers: your buyer enablement sucks.
Most sales processes still look something like this:
Discovery
Demo
More demos
Contract
Close
But that’s not how buying actually works.
After the demo ends, the real process begins. Your buyer now has to go sell your product internally.
They need to convince finance, leadership, operations, and often multiple stakeholders that the investment is worth it.
And this is where most SaaS sellers fail.
They think they’ve “enabled the buyer” because they:
Sent over the same generic slide deck they use for every prospect
Forwarded a call recording that no one internally will ever watch
Said “let me know if you need anything” and disappeared
That’s not buyer enablement. That’s laziness.
Real buyer enablement helps your champion win internally.
Every internal purchase requires three things:
Current State
Help the buyer clearly explain what is broken today and why staying the same is risky.
Future State
Help them paint a compelling picture of how things improve with your solution.
ROI
Help them justify the investment with a clear return, even if the math requires some assumptions.
The buyer isn’t just deciding whether they like your product.
They’re trying to build a case that survives internal scrutiny.
If you don’t help them do that, deals stall or die.
Not because the product isn’t good.
Because the seller didn’t enable the buyer to win.
Great SaaS sellers don’t just demo features.
They help their champions become heroes inside their organizations.
https://atonom.ai/
Get my weekly breakdown of AI, GTM, and Cloud Employees:
https://atonom.ai/newsletter
Ready to hire your first Cloud Employee?
https://atonom.ai/
View all episodes
By Gabe LarsenCalling out SaaS sellers: your buyer enablement sucks.
Most sales processes still look something like this:
Discovery
Demo
More demos
Contract
Close
But that’s not how buying actually works.
After the demo ends, the real process begins. Your buyer now has to go sell your product internally.
They need to convince finance, leadership, operations, and often multiple stakeholders that the investment is worth it.
And this is where most SaaS sellers fail.
They think they’ve “enabled the buyer” because they:
Sent over the same generic slide deck they use for every prospect
Forwarded a call recording that no one internally will ever watch
Said “let me know if you need anything” and disappeared
That’s not buyer enablement. That’s laziness.
Real buyer enablement helps your champion win internally.
Every internal purchase requires three things:
Current State
Help the buyer clearly explain what is broken today and why staying the same is risky.
Future State
Help them paint a compelling picture of how things improve with your solution.
ROI
Help them justify the investment with a clear return, even if the math requires some assumptions.
The buyer isn’t just deciding whether they like your product.
They’re trying to build a case that survives internal scrutiny.
If you don’t help them do that, deals stall or die.
Not because the product isn’t good.
Because the seller didn’t enable the buyer to win.
Great SaaS sellers don’t just demo features.
They help their champions become heroes inside their organizations.
https://atonom.ai/
Get my weekly breakdown of AI, GTM, and Cloud Employees:
https://atonom.ai/newsletter
Ready to hire your first Cloud Employee?
https://atonom.ai/