Ep. 102 - How SaaS Companies Can Use Win/Loss Data to Close Deals Faster – with Spencer Dent, Founder of Clozd

You may have noticed that deals today take longer to close and scrutinized heavily.
So, what do SaaS companies need to do?
Spencer Dent, Founder of Clozd says to make sure you understand the how the decision-making process, people involved, and priorities have changed.
And since the CFO plays a bigger role, it’s less about ease of integration and more about the bottom line—and you’d better be ready to prove it.
Key takeaways:

• Are ROI calculators worth it anymore? With people caring more about potential loss versus gain.
• Determining the narrative customers must believe for your solution to be a good decision.
• How should win/loss analysis impact your positioning and messaging.

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.

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Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.
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