B2B SaaS Sales: How One Daily Habit Took MRR From $230 to $10K

B2B SaaS sales is a math problem before it's a skill problem. John Ndege spent a year on Pocket Risk running 46 sales demos for $230 in MRR, then changed *one* thing about his sales process to grow it to $10K. 📈 SUBSCRIBE: https://www.youtube.com/@MicroConf?sub_confirmation=1 🎟️ JOIN US AT THE NEXT MICROCONF: https://microconf.com/upcoming-events At MicroConf US 2023 in Denver, John Ndege traced the businesses he built and lost before working out how to engineer a repeatable sales machine: a citizen journalism site that got its own TechCrunch obituary, a job board in a declining market, a crypto marketing agency that did seven figures in year one and then met the Bitcoin crash, and Pocket Risk, the B2B SaaS company that reached 137 customers and roughly $10K MRR after he committed to speaking with one customer every single day. He then walks the nine-point checklist he now runs every new idea through, and tears down the sales machines behind three real products. 00:00 Why sales is personal 01:48 Two failed businesses and the lessons behind them 04:07 Pocket Risk year one: 4 customers, $230 MRR 05:04 The change: one customer conversation a day 06:28 The crypto agency and the hype cycle trap 08:13 The nine-point sales machine checklist 10:35 Sales math: the $300 per month rule 11:19 Teardown: Carrd 15:02 Teardown: Screen Studio 15:46 Teardown: Rapid Reply, a work in progress 17:55 Managing uncertainty by putting yourself in a box 19:21 The whole framework as one formula 20:16 Audience Q&A You'll learn: ▸ Sales math: why average revenue per user under $300 a month means content marketing, and over $300 means you can hire a sales team ▸ The nine-point checklist John runs every new business idea through before committing ▸ Commitment thresholds: 18 months and seven hours a week as the minimum bar before an idea is worth judging ▸ Sales machine teardowns of Carrd, Screen Studio, and John's own in-progress AI product ▸ How to set benchmarks and cap your…