Learn About a Wide Range of Sales Training Topics
Give your entire sales teams access to the industry’s most highly rated training and coaching programs that cover a vast range of sales training topics geared to drive recurring revenue.
Processes for all revenue teams
Achieve sustainable growth, with consistent process design and training applied across the entire Revenue team
Live, interactive training led by experts
Give your reps the fundamental skills needed for their roles – whether AE, SDR, CSM, or Manager
Trusted by 600+ SaaS companies
We help recurring revenue teams achieve sustainable growth. Our scientific models and frameworks are used by high-growth Scale-Ups, startups, and Fortune 500 companies
In a modern recurring revenue business, it is impossible to scale without treating growth as a science. We apply proven frameworks and expose the math that underpins each step of the customer journey.
Uncover gaps and opportunities to optimize recurring revenue growth
Apply a universal methodology and process across your entire customer journey
Activate through defined processes and playbooks, implemented directly into your workflow
Arm your reps with the core skills for success, with a common language to unify as one GTM team
Provide your team with ongoing development to make change stick, gauge progress, and reach your goals
A little over a decade ago, the visionary engineer, entrepreneur, and venture capitalist Marc Andreessen wrote these words: “Software is eating the world.” In an article that Andreessen wrote for the Wall Street Journal, he said the world was in the middle of a “dramatic and broad technological and economic shift.” Software companies were “poised to take over large swathes of the economy.”
In a surprisingly short time frame, his vision has come to pass. In fact, things have progressed even farther than even Andreessen predicted. What we’re selling has changed with the introduction of SaaS and the way we sell has been completely transformed with SaaS selling.
When it comes to sales, what does SaaS stand for? Short for Software as a Service, SaaS refers to offering your company’s product or service through a subscription. Instead of having to install and maintain your product on their own computers, customers can access it online. It’s transformative for B2B sales, since a customer can often take advantage of the new technology immediately.
Over the past 10 years, SaaS has emerged as the primary driver for software. Back in the 2000s, software required a huge outlay of capital from the customer. Legacy companies like Oracle, SAP, and Microsoft licensed their software products. Because the CapEx costs for software were tremendous, these types of licensing agreements were mostly geared toward selling to enterprise customers.
Everything changed when software companies began switching from the perpetual license model to the recurring revenue model. The upfront costs dropped drastically. Suddenly you didn’t need to be an enterprise to afford the best software on the market. Software companies of all sizes were able to see exponential growth. Even better, that growth was sustainable.
When we talk about the meaning of SaaS sales, we are talking about more than just selling subscriptions. It’s a completely new way to envision the sales process. Traditional sales were looked at as a funnel, with prospects going in one end and customers coming out the other. Getting the customer to sign on the dotted line was the primary goal. In order to generate more revenue, a company had to increase its number of prospects.
Putting it simply, the traditional sales funnel doesn’t work when you’re a company trying to figure out how to sell SaaS to enterprise customers. That’s because in today’s world, up to 93% of a customer’s lifetime value comes months or even years after the initial deal. The sales funnel doesn’t consider the importance of customer success teams in generating that income.
Because there were no existing sales frameworks purpose-built for recurring revenue companies, Winning by Design Founder Jacco van der Kooij and his team created one. Rather than resembling a funnel, it looks more like a bowtie. It gives equal weight to acquisition (including marketing and sales) on the left and expansion (onboarding and customer success) on the right. Unlike other sales methodologies, this one emphasizes the need for companies to achieve sustainable growth by creating long-term relationships with their customers.
Saas Sales Examples
What is the SaaS sales experience, and why is it so integral for today’s companies? Why is SaaS sales certification a must for account executives working for the top recurring revenue organizations? What types of expertise should be required for SaaS sales jobs? These are the types of questions that we hear every day from our customers.
Winning by Design, the leader in accelerating and optimizing recurring revenue for B2B businesses, trains recurring revenue sales teams to update their techniques with the SaaS Sales Method, a modern sales approach developed to serve the unique needs of today’s businesses. With this methodology, profit generation shifts from soon after closing the deal to months or even years in the future when it delivers the impact that the customer was promised.
The SaaS Sales Method involves all customer-facing employees, including marketing, sales, and customer success. It emphasizes the importance of discovering, communicating, and delivering business impact consistently across the entire customer journey. It looks ahead to the lifetime value of a customer, rather than only what happens before the initial contract is signed. According to van der Kooij, the point of the B2B SaaS sales process is to make sure all parts of a company’s revenue team work together. “Everyone in the organization must sell all the time,” he said in an interview on BombBomb’s Customer Experience Podcast. “They have to work to uncover and realize more business impact for the customer.”
Winning by Design does more than provide SaaS sales examples. Our top-ranked Revenue Academy offers an array of classes covering all the top sales training topics that are integral for building a successful SaaS sales team. Drawing on a strategy that’s proven to get results, they cover everything from prospecting for leads to putting together a plan for measurable and sustainable growth. And because our methodology applies to all parts of the funnel, all your departments from business development to customer success are finally able to speak the same language.
Classes like Prospecting for Impact and Selling for Impact are perfect for your team members who are new to the organization or those who need a refresher on their skills. Those who are moving into more complicated sales environments might prefer Prospecting into Enterprise Accounts and Selling into Enterprise Accounts. Others can learn frontline management skills in courses like Managing for Impact or Managing for Leadership. They are designed so that when your colleagues are ready to level up, there’s a class for them.
How To Sell SaaS B2B
It’s not just SaaS sales companies that have changed. Their customers have also changed, making it clear that they have new expectations. According to research from McKinsey and Company, customers insist on service and support. When purchasing new software, about a third of companies say that the most important differentiator is the customer experience. That’s much higher than product features (19%), price ($18), or reliability (17%). So, when companies ask us how selling SaaS is different, we tell them that today’s customers care about the service they receive.
When you’re a B2B company figuring out how to sell SaaS, it’s important to focus on the entire customer journey. Your marketing might be able to identify the most likely prospects and your sales teams might be able to close the deal, but if your customer success team isn’t able to demonstrate the impact that you are delivering, they are likely to churn. And since you don’t see a profit for months or years after a sale, that’s a big blow to your bottom line.
That’s where the SaaS sales training offered by Winning by Design is so integral to your company’s success. We offer interactive training sessions, engaging instructors, best-in-class frameworks, and detailed blueprints to keep your revenue team on track. We offer the open courses that are perfect for your team members in B2B SaaS sales jobs. Our private classes can be updated to reflect your company’s needs, and our coaching sessions reinforce the strategies that your team learned along the way.
Miles Bradley, Board Advisor for Help Me 2 Learn, said that Winning by Design offered the “best SaaS sales course” he has seen. “The online sessions were enjoyable and highly interactive,” he said. “When you complete this course, you’ll have the tools and frameworks you’ll need to help you better communicate with your customers and sell with confidence. I now have the tools and frameworks that I need.”
SaaS Selling Strategies
Wondering how to sell your SaaS company to potential customers? Winning by Design is a recognized expert in B2B SaaS sales, meaning that you can be confident that we have the experience you are looking for to transform your team. We have the SaaS sales strategy templates and playbooks that you need.
When it comes to SaaS selling strategies, Winning by Design is unbeatable. Training Industry, the leading research and information resource for corporate learning leaders, called us one of the top training programs of 2022. More than 600 of the tech industry’s leading companies have trained their revenue teams with Winning by Design, including heavy hitters like Adobe, DocuSign, and Uber Eats.
Companies looking for an effective B2B SaaS sales strategy turn to Winning by Design. Our company has “SaaS sales training that works,” said Calendly Account Executive Hogan Bryan. “Winning by Design helps to solve the challenges that sales professionals face day to day in a SaaS selling environment,” he said. “The benefits that I have gained from this training were the practical skills to use in calls, demos, and negotiations to help me speed up my sales process.”
Kyriakos Kanaridis, a Customer Service Specialist at Davaris Textiles, said a “strategic mindset on delivering recurring impact” was what he got from Winning by Design. “This innovative online course provided me with a deep understanding on how to succeed,” he said. “On my career shift from customer service to customer success, I gained the set of skills and the mindset I needed in order to clearly articulate impact.”
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