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SaaS - Enterprise & SMB B2B: How can we reduce the saas sales timeline?
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Flt.Lt. Sridhar Chakravarthi, Start up mentor and speaker answered:

Please read The New Strategic Selling by Miller & Heiman.
The best way to get user buy in is to let them use it for free.
One more problem you need to solve is to build use cases and case studies for different types of industries and organizations and then sell those stories, rather than your services.

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