Fix Your Sales Process Today: 5 Steps to More Deals, Faster

Hey Founder,

If you’re like most B2B SaaS founders, you’re facing one of two problems:

1. You don’t have enough sales conversations.

2. You have conversations, but they don’t convert.

I’ve seen it over and over again—startups with great products struggling to close deals. Why? Because they don’t have a structured sales process. Without a repeatable system, you’re relying on luck, and luck isn’t a strategy.

Let’s fix that.

Step 1: Define Your Ideal Customer Profile (ICP)

Most founders target too broadly, hoping something sticks. Instead, narrow it down. Your ICP should answer:

• Who is my persona?

• What problem do they face that is urgent and expensive?

• In which type of company they are in?

• In which context are they?

Example: At Terality, we initially targeted all “data scientists.” That was too broad. We refined it to “Data scientists and data Engineers with minimum 5 years of experience who already experienced the trouble of setting up open source solutions for data processing.” That change tripled our response rates.

Step 2: Nail Your Messaging

Founders often focus on what their product does rather than the pain it solves. Here’s a simple framework to refine your message:

• Problem: What is your customer struggling with?

• Impact: What happens if they don’t solve it?

• Solution: How does your product make their life easier?

• Result: What are the benefits of solving the problem?

Instead of saying: “We provide scalable data processing engine.”
Try: “Tired of your pandas scripts taking hours to run? Terality speeds them up 100x instantly.”

See the difference?

Step 3: Improve Your Outreach Strategy

Most cold emails and LinkedIn messages flop because they’re generic. Use this formula for outreach that actually works:

Subject: Quick question about [Company Name]

Hi [First Name],

I noticed [Company Name] is [relevant observation about their business]. Many companies in your space struggle with [pain point].

We help [similar companies] achieve [benefit] by [one-liner on how you solve it]. Would you be open to a quick chat?

Best,
[Your Name]

Personalization and brevity are key. No one wants to read a 500-word sales pitch.

Step 4: Optimize Your Sales Calls

If you’re getting calls but not closing, your discovery process is broken. Your job isn’t to pitch—it’s to diagnose. Use these questions:

• What’s the biggest challenge you’re facing with [area your product solves]?

• What happens if you don’t solve this?

• How are you currently solving it? What’s frustrating about that?

This turns the call into a conversation, not a pitch. The more they talk, the more likely they are to buy.

Step 5: Follow Up (Because No One Does)

80% of deals are won after 5+ touchpoints. Yet most founders give up after two.

Use this sequence:

1. Day 1: Send a recap of your conversation.

2. Day 3: Share a relevant case study.

3. Day 7: Send a quick check-in.

4. Day 14: Ask if priorities have changed.

5. Day 21: “Should I close your file?” (This one gets responses.)