Founder-Led Sales: Closing Deals In 9 Days With Micro-Value | Briq The SaaS Podcast: Build, Launch & Scale Your SaaS podcast

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Founder-Led Sales: Closing Deals in 9 Days with Micro-Value | Briq

3d ago 49:32

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Bassem Hamdy almost killed his company with an investor-forced pivot before finding the strategy that saved it. In this episode, early-stage B2B SaaS founders will learn the founder-led sales playbook Briq uses to close enterprise deals in just 9 days.

Bassem breaks down the dangers of selling to "Innovation Teams" and why those deals often waste time and money. You will learn how to avoid building "Frankenstein products" from disparate feature requests, why revenue per employee is the efficiency metric that actually matters, and how to bypass long enterprise procurement cycles by delivering immediate, small-scale value.

In this episode, Bassem also shares the reality of "building the plane in the air," why he pivoted from a construction data cloud idea to forecasting, and the specific sales tactics founders need to earn trust with CFOs without relying on traditional product demos.

🔑 Key Lessons

🐘 The “Elephant” Trap: Why building exactly what customers ask for creates “bandages on bullet holes” instead of a scalable product.
⚡ 9-Day Enterprise Close: The “Land and Expand” strategy that bypasses long procurement cycles by selling micro-value first.
📉 The Failed Pivot: How investor pressure for “Daily Active Users” led to a forecasting tool that nearly killed the company.
🚫 Innovation Teams: Why selling to the “VP of Innovation” is a trap and how to find the real economic buyer (the CFO).
📊 Revenue Per Employee: Why he stopped measuring success by headcount (300 employees) and focused on efficiency (100 employees).

Chapters

Why feature requests create “Frankenstein products”
The Construction Data Cloud idea and why it failed
Finding the right ICP and the experience-bias mistake
Building the plane in the air vs. over-interviewing
The investor-forced pivot to forecasting
How to close Enterprise deals in 9 days with micro-value
Vision and value selling vs. product demos
Why CFOs buy and how to earn trust
Pricing lessons from early mistakes
Why revenue per employee beats headcount

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Resources

Full show notes: https://saasclub.io/465
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