Rollercoaster Stages Of A Deal

SaaS sellers must be optimists, realists, AND pessimists. 
But they come at different stages of the deal cycle:

To start with a new account, you must be optimistic. 
Even after you’ve lost countless of others deals before.

The closer you move down the funnel, you more you
must be realistic. Otherwise you chase pipe dreams.

For the final third, you must be a die-hard pessimist. 
70-80% of deals get lost, so look for all red flags.

Once you’ve closed a deal as Won or Lost, start over.
That is the reality of SaaS sales in a nutshell.

A rollercoaster ride, but rewarding at times.