Want to create an interactive transcript for this episode?
Podcast: The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders
Episode: B2B SaaS Sales: 15 Pilots to Land a First Enterprise Deal
Description: Barb Hyman walked into a startup expecting to scale it - then discovered the product didn't work and she had six weeks of runway. She fired the entire team, rebuilt from scratch, and grew Sapia.ai to near 8-figure ARR. In this episode, you'll learn the B2B SaaS sales approach that relies on referrals over marketing, anchor logos over volume, and published research over pitch decks.
Barb reveals how she ran 15 pilots with Qantas Airlines before converting to an enterprise SaaS deal, why the US expansion failed after 18 months of spray-and-pray selling to enterprise buyers, and...