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When a customer seems hesitant to decide about a purchase, a lot of sales teams respond in the same way, by providing more information. But these types of sales techniques might not be the most effective way to close a deal. According to research released by Gartner, customers aren’t complaining about the quality of the information they are receiving during the purchase process. In fact, 89% of B2B buyers say that they information they are getting from sellers is exactly what they are looking for to help them make a decision. So what’s the problem? There’s just too much information out there. About 55% of buyers report they are taking in so much information that making a decision can be overwhelming.
Part of the problem is the way customers approach the buying process. Buyers at SaaS companies don’t engage with sales teams in the same way. When they need to purchase an important piece of software to help them run their business, their first step isn’t to reach out to suppliers. They begin with their own independent analysis. Research shows that buyers spend 45% of their time on online and offline research into the options that are available to them. No wonder traditional selling methods aren’t as effective as they used to be.
But an even bigger issue is the type of sales techniques and strategies our teams are using. First of all, many of them were created decades ago for a completely different sales environment. They assume that a sales team’s most important function is educating a buyer about their company’s products, giving them the information they need to choose between this solution and that solution. Today’s buyers already know all about your products — and those of your competitor — before your first meeting. Overloading them with information isn’t the way to make a sale. And telling them what you think they need won’t do it, either.
What succeeds in today’s market? Although buyers might know that they need a certain type of software, they probably aren’t aware about the range of options that are available. They don’t know the most efficient way to implement the software, or how to educate their teams about how they can get the most out of it. That’s where you come in. You walk them through the process. You figure out what their pain points are and help them come up with ways to solve them. That’s the way that the best sales teams operate today. They become less like account executives and more like advisors by helping their customers find the best way to solve their problems. That’s how you can win the customer’s trust and make the sale. Even more, it’s how you develop a long-term relationship with them.
We understand that all of this is easier said than done. You need help understanding the steps of the sales process, with plenty of examples that help you apply it to your own business. That’s where Winning by Design, the leader in accelerating and optimizing recurring revenue for B2B organizations, comes in. Winning by Design is the expert sales training and consulting services for SaaS Marketing companies. Winning by Design helps companies of all sizes come up with strategies that are tailored for their specific needs.
Method of Selling Products
As we mentioned before, there are many different methods of selling products. Deciding which one is right for your company can be a challenge. Winning by Design can help you cut through the noise and really understand the differences between types of sales methodologies. The SaaS Sales Method, for instance, involves the cumulative application of fundamental skills and processes by all of your customer-facing employees. It emphasizes the importance of discovering, communicating, and delivering business impact across the entire customer journey.
Sales professionals who have taken courses through Winning by Design say that they have learned how important the SaaS Sales Method can be for them and their companies. David Collet, EMEA Referral Partner Manager at Catapult, said that after almost 20 years of experience in B2B sales, he took it upon himself to upgrade his skills and become an expert in the different types of selling techniques. “I consumed all the most famous sales methods you can think of,” said Collet. “But it always felt like the picture was incomplete and something was missing. That was until I discovered Winning by Design. It literally blew me away and changed my view on the SaaS Sales Method.”
Of the many methods of selling to business he encountered, he was most impressed by the SaaS Sales Method. Winning by Design, he said, offers the “most advanced and complete SaaS sales framework I’ve ever come across — period.”
Collet said that he most appreciated the frameworks used by Winning by Design. “For the first time, I saw a system built on data and science,” he said. “There was only one thing left to do: embrace this once-in-a-career wake-up call and sign up for the Revenue Architecture course to give my ‘sales operating system’ the upgrade it desperately needed. I’m super excited that I’ll be able to apply and implement what I’ve learned.”
Revenue Architecture, which explains the principles of recurring revenue and how to apply them to your business, is one of a wide array of open courses available through Winning by Design’s top-rated Revenue Academy. There are courses for everyone on your go-to-market team, including Sales Development Representatives, Account Executives, and Customer Success Managers. For example, courses like Selling for Impact give account executives the skills they need on day one. Once they have mastered these skills, they can move on to advanced courses like Selling into Enterprise Accounts. There are similar tracks designed for your business development and customer success teams as well.
Looking for examples of the most effective selling methods for SaaS companies? Need to train your team on how to sell your products to the companies you are targeting? Or are you wondering about how to approach sales methodology versus sales process? Winning by Design offers engaging instructors, interactive training sessions, and detailed blueprints with plenty of examples of how to sell a product.
Selling Techniques in Business
What are the five selling techniques that every account executive should master? Which sales methodology is best for SaaS companies? Is there an example of a method of sales that has the best results for recurring revenue companies? These are questions that we get every day at Winning by Design. The truth is that the techniques used by your account executives and the methodology followed by your sales leaders depends on a lot of different factors.
Kim Ventura-Perkins, Senior Manager of Sales Enablement at DocuSign, said her company found the right solution with Winning by Design. “How do you get a 2,500-person field sales organization to speak the same language?” she asked. “You partner with one of the best in the business, Winning by Design, to deploy a singular sales methodology to better equip your teams.”
She said her team benefited from learning about selling techniques in business from Winning by Design. “Over the last three months, a small group of Sales Enablement leaders had the opportunity to learn a SaaS-focused sales methodology and how to deploy it globally,” she said. “I am confident that through this methodology, we will be able to level up as a sales organization and better drive impact with our clients.”
How to Choose a Sales Methodology
At this point, you might be wondering how to choose a sales methodology. Is the SaaS Sales Method the way to go? Should your team opt for a MEDDIC sales methodology or a SPIN sales methodology instead? Each approach has its own advantages. The point here is that the best sales methodologies are the ones that are most effective for your company. That’s where Winning by Design excels.
Nicolas Gildemeister Budge, Head of Sales for Chile and Peru at wherEX, said that when his company was restructuring many of its internal processes, it turned to Winning by Design and its team of experts with decades of experience for help. He was intrigued when he got the opportunity to learn more about the SaaS Sales Method. “Winning by Design helped us see the gaps and how to scientifically structure the workflows and interactions with our clients,” he said. “What I liked best was the simplicity of the teaching method. I 100% recommend the course.”
Christina Mitine, Strategic Program Manager of Cloud Customer Success at Oracle, said taking a Winning by Design course taught her a lot about the customer-centric, systems-based emphasis of the SaaS Sales Method. “The power and impact of group discussions in an interactive, virtual setting provided the opportunity to not only step outside of my comfort zone, but to also learn from like-minded industry professionals,” she said. “The instructors’ positive, dynamic personalities kept the sessions highly engaging all while rich in content.”
Winning by Design courses provide numerous examples of the sales methodologies used today. This allows you to make a comparison of sales methodologies and decide which will give your company the best results.
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