Start using social proof in your outreach. 

Educating prospects on problems isn't enough and making promises to solve problems isn't enough.

Buyers want proof.

1. Customer Case Studies
2. Reviews and Recommendations
3. Awards and Ratings
4. Video Testimonials

The first 3 are commonly used in B2B sales but video testimonials are widely under-utilized... and those who use them STAND OUT.

Either do this at the team level with collaboration from Marketing and Customer Success or take matters into your own hands and reach back out to your top customers and ask for a quick video testimonial.

If doing this solo, share a 1-3 relevant testimonials directly with your prospects. You'll want to test at what stage this is most impactful in your process. 

If doing this at the team level, put testimonials on your homepage... there are tools like Testimonial.to that can automate this process.

Buyers will always trust the word of a customer over the word of a salesperson... use that to your advantage!

If you can specifically collect videos that address your most common objections, you're off to the races.

This is effective in all realms of B2B sales, not just SaaS and tech.

For example, I receive at least 2 emails per week from podcast video editors trying to sell me their services-- but not a single one has sent me examples of podcasts they edit or podcast hosts endorsing their work.

This leaves the onus on myself to do the research, which defies the modern laws of buyer enablement.

Your job is to make buying from you easier, so take the things you know buyers want to do to pick the best vendor and DO THEM FOR THEM.

Happy Selling,