Advice: "I'm selling a product that no one seems to want. What can I do?"

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Dear Quota Team

About six months ago, I joined a software company. It’s my first software sales job, so I was pumped to make the switch from B2B payment services. The base pay I am getting is higher than I was making before, and the culture is definitely better since the previous job basically didn’t have much culture to speak of.

The problem is that nobody seems to need our software. We get leads, book meetings, and have good conversations with prospects, but at the end of the day, they seem to think our software isn’t necessarily worth paying for. I am not the only one this is happening to. Other reps are basically saying the same thing.

The company is less than four years old and pivoted into this new niche before I joined. They have a lot of funding and tell us we have nothing to worry about from a jobs standpoint, but I came here to make money selling, not just collecting my base pay and wasting my time. Do you have any advice for what I can/should do? 

Frustrated in the Northeast 


Dear Frustrated,

It sounds like your company hasn’t found product-market-fit yet, and they’re finding this out through your (and your sales coworkers’) efforts. Basically, they have money, and they have a product, but they don’t have a product that people are willing to pay for.

Since they’re well-funded, you can probably stick it out, though there’s a very good chance they’ll cut sales staff when they realize they have to go back to the drawing board. It might help to try to make it a year before moving on so that you have a solid twelve months of SaaS sales on your resume when applying.

But if you don’t think you can take the uncertainty and tediousness of waiting for engineering to ship a product you can sell, then you should start looking now. Startups aren’t for everyone, and there’s a lot of chaos and ambiguity you have to put up with. In any case, stay motivated and make sure you understand the industry landscape. If you’re committed, you’ll be fine. Good luck.

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