You must be flexible

Your buyers and users have too many other options

Over the past 5 years, I’ve worked with >100 companies, sat on hundreds if not thousands of hours of sales calls, and have bought $250k+ of software.

The one thing the best companies do is remain flexible at all times. The MOST irritating thing for your buyers, advocates, and users is to come off as the “my hands are tied” rep/sales leader/founder/exec. You have to get creative. This does not mean caving and bending at the will of your customers, but you shouldn’t make it about you. The customer is buying, not you.

I’m sorry to say, but regardless of your current ARR and success as a company, there are far too many options and replacements of your solution. There are many skilled and hungrier GTM teams ready to rip you out of your most exciting deals.

Remain flexible, be thoughtful, earn trust, win on value.

Best of luck to EOY to those who celebrate. Go kick some ass.