The SaaS Sales Methodology - A Customer Centric Approach to Selling | Sales as a Science #1
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- เผยแพร่เมื่อ 15 ก.ค. 2024
- Jacco van der Kooij from Winning By Design describes The SaaS Sales Methodology in context to other sales methodologies, and why SaaS needs its own methodology.
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0:00 Differences between sales methodologies
1:37 Where the majority of revenue in SaaS is actually made
2:51 The key metrics at each sales stage
4:45 The key roles across the SaaS sales cycle
5:51 Why this method works for recurring revenue businesses
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Learn more from WbD Founder Jacco van der Kooij on LinkedIn: / jaccovanderkooij
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About Winning By Design:
We specialize in enabling teams to succeed with Remote Selling. Our roots come from advising and collaborating with high-growth startups and mid-market SaaS companies, and we now help global enterprise organizations apply those best practices to achieve sustainable growth. Trusted by 500+ organizations around the world.
The SaaS Sales Methodology - A Customer Centric Approach to Selling | Sales as a Science #1
• The SaaS Sales Methodo...
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My company just moved from a self-developed firm only to become a partner with Saas provider. We've been struggling with sales of the new products. This is what we are looking for. Thanks so much Jacco.
Glad we can help! Good luck and keep us appraised.
Love it, love it, love it. The back end is the key, once they are committed we can prove our value. Win/win.
Such an elegant and impactful explanation. Always great content from Jacco. Thank you
Jacco I can see this video again and again. so good and clear.
Many thanks!
Reading The Saas Sales Method and watching your videos. Great work Jacco!
Amazing! Thanks for sharing your perspective on sales as a science.
That's amazing! Thanks for sharing your approach to sales, it's very clear and logical, gonna dig deeper into your work.
Loved it! Beautifully explained!
Amazing content. Thanks!
You are just awesome mate
As a technical founder it is hard to get excited about sales. This video however makes me excited how to get prospects and users trough each phase. I will use your video’s as a guideline in the coming months.
Hey Paul, there's actually a book too! 'The Sales SaaS Method - Sales as a Science'. Jacco has quite a few books that I'd highly recommend 👌🏻.
@@whyte3070 I'll have to check that out. @paul I am in the same boat. I have been engineering for months, now I am putting a hold on code, only bug fixes. Working up to getting excited for sales also.
Want better salesmen? Every salesman loves some words of affirmation, especially from the top of the organization. Try it won’t cost you a dime. Your welcome.
The theory shared is like a piece of knowledge in this video, the wisdom is executing the model suggested. The hidden devil always lies in the execution of the model as it requires a lot of behaviour challenges.
World class content Jacco 👍🏻
Thank you!
excellent
Has anyone noticed that he can wright backwards?!
or he's writing normally and inverting the video across the y-axis. but if he's capable of writing backwards like that, it's very impressive...
Show!!🤜🤛
How did I stay in SAAS for 4 years without seeing this first? This would've given me a huge lead in my role had I seen this.
As a beginner in saas, I'm lucky enough I guess
Top
interesting
And when Jaco will face a human customer, reality strikes back...
Great explanation Jacco. At the end of the video, you write prospecting in between marketing and sales? Who is responsible for prospecting? I would say in today's world prospecting should be done by marketing. Sales spend all their time listening and talking to prospective and existing clients.
How is that a new question? (where marketing's responsibility for prospecting stops and sales start)?
I get that Saas has implications on vendor and user but as far as the process from getting people interested in a solution and selling it to them is concerned, what has really changed?
So... what's new? That the prospect gets to try the solution and that there is recurring revenue. What else?
SO no presales technical team? good luck with that
Is this guy writing backwards??
It's magical, right?! ;)
@@WinningByDesign Honestly, I have no clue how it works
@@TruthfulOctopus They switched the screen -left-to right after it was filmed, he was writting on a transparent sheet of glass.
@@nemanjasimic3823Not sure I understand what you mean left to right? I see he is writing on transparent glass but how was it filmed to show writing the right way?
@@ASMRmanufacturing i believe that they can flip the image horizontally in a video editing program, which would give this effect. I could be wrong though...
Provocative sales techniques are a grey area, Most SDRs & AEs I have come across use shady tactics to lure customers in, with the promise of something great, most of which leads to a one call close mentality.
Jacco - This is a brilliant presentation, but you have SQL and SAL in the wrong sequence. It doesn't change the main point you are making but SAL precedes SQL per SiriusDecisions. SAL comes first because it is the signal that indicates that Sales acknowledges and accepts responsibility to investigate the situation further. Only after Sales has had a chance to speak with a customer and confirm (from Sale's POV) that a prospect truly is qualified do we call the situation an SQL. In the process of teams and hand-offs, the SAL is the "glue" of connection between marketing-team-led processes and sales-team-led processes. In this way, a Sales person can denote a situation is an SAL -- indicating the rep is on the case. But sometimes getting all the qualification information on a situation can take time. Only when a Sales rep is satisfied that a situation is a qualified fit should a sales rep call a situation an SQL.
This video was just a bunch of acronyms.
Imho your backward writing approach is distracting/clumsy.