Category: Sales Process - Winning by Design

Jacco van der Kooij In Remote Sales & CS, Sales Process, Sales Training

DIE AUSWIRKUNGEN DES REMOTE SELLING (FERNABSATZ)

Dieses Papier untersucht die Facetten des Remote Selling (Fernabsatz), einer Methode, die von Silicon Valley-Startups eingeführt wurde, um die Verkäufe im SBM-Segment zu steigern, und ermittelt, wie sie von B2B-Vertriebsorganisationen weltweit genutzt werden kann. Zusammenfassende Punkte: Inside-Sales-Teams setzen Remote Selling erfolgreich ein, um SaaS-Lösungen an SMBs zu verkaufen Zwei Schlüsselelemente...

Jacco van der Kooij In Remote Sales & CS, Sales Process, Sustainable Growth

The mathematics of enterprise sales to drive sustainable growth

Quotas are being missed. Targets are being reset. Benchmarks are out the window. For sales teams using all types of go to market strategies --- whether product-led growth, or field sales, or enterprise account sales --- the fundamentals are breaking down. Figure 1. Where sales is breaking down Reply rates...

Jacco van der Kooij In Remote Sales & CS, Sales Process, Sales Training

The impact of remote selling on Enterprise Sales

This paper examines the facets of Remote Selling, a method pioneered by Silicon Valley startups to drive hypergrowth sales in the SMB segment, and determines how it can be used by B2B Enterprise sales organizations worldwide. Summary points: Inside sales teams successfully use Remote Selling to sell SaaS solutions into...

Jacco van der Kooij In Sales Development, Sales Process

Sales Kickoffs Have Evolved. Has Yours?

It is becoming quite common across industries, especially in SaaS, to host bi-annual sales Kickoffs (SKOs). If you browse through the photos on LinkedIn in late January and again in the early summer, you will notice the events are either held at the companies headquarters, or even in a vacation...

Jacco van der Kooij In Sales Process, Sustainable Growth

The SaaS Sales Method

The SaaS Sales Method differs from traditional sales methodologies in several distinct ways. In addition to the transition from qualification-driven sales to impact-driven sales and the creation of an ongoing relationship with the customer, there are seven key moments during the sales cycle that are critical to its success. SaaS...

Jacco van der Kooij In Sales Process, Sustainable Growth

Sales process design

Every company needs a documented sales process and sales playbook that will evolve as the business grows. There are several basic steps to consider as well as pitfalls to avoid when designing and implementing a process. Simple Sales Process Design Different sales teams may use different words to describe the...

Sales Process