Youβre reading an excerpt of Founding Sales: The Early-Stage Go-To-Market Handbook, a book by Pete Kazanjy. The most in-depth, tactical handbook ever written for early-stage B2B sales, it distills early sales first principles and teaches the skills required, from being a founder selling to being an early salesperson and a sales leader. Purchase the book to support the author and the ad-free Holloway reading experience. You get instant digital access, commentary and future updates, and a high-quality PDF download.
The best way to achieve scenario A, and to effectively share success data with your customers, is to implement quarterly business reviews (QBRs). Oddly namedβprobably better to call them something like success reviewsβthese are formal quarterly checkpoints between a vendor and a client to document progress against joint business goals. This is the means by which a vendor can present formally the value that has been delivered to the client so the customer can say, βWow. This is great. Iβm so glad that Iβm doing business with you. Iβm totally going to renew when the time comes around. In the meantime, Iβm going to think about how I can maybe reallocate some budget from the other solutions Iβm using, since clearly yours is working so well. Oh, while Iβm at it, Iβll tell all my peers at different organizations about this next time we have cocktails.β At least, thatβs the best-case scenario!