This post is by Jason Lemkin from SaaStr
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This is indeed the art of enterprise sales. Marc Benioff and his team were legendary at this. Many seasoned enterprise sales execs are good at it, too. The key is simply to acknowledge the gap — and commit to building what the customer needs within X months. Enterprise customers are used to this. Sometimes, they will bite and agree. Other times, they’ll need more proof. But it’s worth a shot if (x) you fill 90%+ of their need as is and (y) they believe you to be the overall vendor of choice. View original question on quora The post How do you still get the sale when they ask for mission critical features you don’t have yet? appeared first on SaaStr.