Quality ALWAYS wins in sales. Here's why.
My key to success over the last 20 years in sales can often be boiled down to just one thing: “If you do the right “things” and execute well on the points that matter most, results will follow.”
It hasn’t let me down yet - this mindset has helped me crush my quotas in every sales role I’ve ever had and it’s been the driving force to ATP’s growth from day one (it’s why some of our clients have literally fought with their board to work with us).
That said, this is a hill I’ll gladly die on: whether you’re a founder or salesperson, a quality-driven mindset is the key to moving up and to the right.
I’m not saying that quantity doesn’t have a place in sales. It does.
And of course -- “quality” means different things to different market segmentations and sales roles... the needs of an SMB client will not be the same at the enterprise level and what quality looks like for a BDR is way different than for an enterprise level sales person.
But I am saying, no matter what market segment you’re playing in (SMB, Enterprise, etc.), quality should come first (and enterprise sales DEMANDS it).
Focusing on quality makes you more valuable.
Value (in the form of “results delivered”) is the only thing people pay for in business. But in my experience, many people don’t know where it actually comes from or how to truly create it.
Sure, a good product is one source, but a lot of products are good and still fall short of expectations. So what makes the difference for the ones that don’t?
The link above holds a key reason. It’s an article about Trello, a digital “sticky note” app that is incredibly useful in nearly all areas of life and business for organizing ideas. Sounds like a winner right?
It could have been the next $1 billion SaaS product. But instead, it sold for just $425 million (side note: that’s still pretty awesome).
That’s because it’s capabilities we’re actually too broad/shallow to make it an exceptionally powerful solution for any particular market. It didn’t have the depth that any customer segment needed to command the $1 billion price tag, and the leadership didn’t iterate to narrow it down.
Creating value is so much more about doing a single thing flawlessly for a certain niche than it is about doing a something “well enough” for everyone. A product with a narrow focus but a big impact will always skyrocket a lot quicker than o