> Historically, sales was hard because you had to design and refine a sales motion around a product

while your statement is true - this is actually a very minor reason why sales is hard.

I’m well aware of what makes sales difficult—I’ve lived it, both in early-stage, venture-backed environments and in long, enterprise sales cycles. In SaaS, almost everything about how sales works ultimately ties back to the cost of building software. Relationships and customer trust absolutely matter, but when building SaaS becomes trivial, the underlying equations change—and many of the old assumptions stop holding.