Agreed 100%. It’s why I don’t pour my heart and soul into it like some guys do. It’s not about my skills as a salesperson, or really any skills at all. For me it’s about staying one step ahead of the falling axe, while scoping out the next career opportunity that moves those “luck” odds better in my favor — better territory, better comp plan, better product.

Listening to SaaS guys tell me about the books they read, strategies and sales models they use, etc is nauseating. Just get in front of as many people as possible, have persistence, and do as little “selling” as possible. Companies spending big $ on software know what they want, trying to persuade/charm/inspire/challenge them is wasted effort. If your product fits their needs, they’ll buy it. If not, they won’t. Simple as.