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Right before we found success, we had hired an enterprise account executive and an enterprise SDR. They were doing what they knew how to do: building long term relationships. The problem is that in the medium and large business space, they don't care about relationships.

Once we had someone who knew how to sell SaaS to medium and large businesses, we just started doing what they considered obvious and fundamental. It was a revelation to us. :)

We started using software to send emails, track opens and clicks and then call prospects that did any of those things. You have to do a lot of dials, but eventually, someone answers. Of course they're not interested, so back to dialing. After 30 answers you'll get one that is interested.

Sales is just a numbers game. It's hard work. It's hella hard work. But send enough emails and make enough calls and you'll make some sales. And there is nothing like the feeling of closing a sale after grinding it out. Over time the sales add up, and before you know it, you are having a party with silly string and noise makers because you passed $1M in sales! (That was a fun day!!!)

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