A Tip for Your Next Sales Call

Gabriel Marechal

9/17/20261 min read

A Tip for Your Next Sales Call

Hot tip: in your next sales call, replace "What features do you need?"

with: "What are you trying to stop happening?"

That second question is usually where the real job lives.

For example, a CFO is not shopping for an ARR dashboard because dashboards are fun.

They are trying to stop:
🤕 debating the same number every month
😓 discovering churn too late
😵‍💫 rebuilding reporting before every board meeting
😵 explaining why Finance and Salesforce disagree

A RevOps leader is not asking for another workflow because they enjoy Flow Builder. They are trying to stop being the bottleneck for every “quick” question.

That distinction matters.

When you understand the job, you stop pitching a feature list. You start helping someone remove a recurring source of friction.

And, conveniently, that is also how you build better systems.

ForecaaS Software

The Recurring Revenue Specialists for Salesforce

Questions?