An updated version of the must-have book for SaaS Sales. Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. This book distills the authors’ years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans.
Blueprints for a SaaS Sales Organization provides detailed guidance for SaaS sales leaders on how to build an sales organization that works together across the entire customer relationship. It builds on the concepts in The SaaS Sales Method and provides detailed information on how to structure teams so that they apply fundamental sales skills during Moments That Matter (MTMs).
Blueprint SaaS Methodology
The ultimate guide for Sales Development Representatives, also known as SDRs. In this set of Blueprints you will learn the most advanced prospecting sales skills from recognized leaders in the sales profession. Covering everything from determining the right fit to going deeper and understanding what a
customer’s real pain is, Blueprints for Sales Development Representatives helps sales leaders, sales managers, and individual salespeople understand what it takes to succeed and provides step by step instructions.
Blueprint Winning Textbook
Sales account executives today face challenges from all directions. Customers want to do their own research. Sales cycles are shorter. Contract sizes are smaller. And few companies have the time or resources to invest in ongoing sales training. This set of Blueprints provides a detailed and structured approach to succeeding as a sales account executive.
With advice for both individual salespeople as well as for sales team leaders, Blueprints for SaaS Account Executives builds on The SaaS Sales Method by focusing on the fundamental sales skills needed to help customers commit, as opposed to just closing them.
Based on hundreds of consulting engagements, Blueprints for SaaS Sales Communications distills how the entire organization communicates with customers down to a simple set of interactions. These interactions happen across multiple channels, from email to phone to in person meetings. What is different about how Blueprints approaches
communication is that it emphasizes Impact – understanding how everything in the customer relationship affects the customer’s business results. Sales professionals, whether Sales Development Representatives, Account Executives, Customer Success Managers, or Account Managers, will benefit from the important impact-oriented communications frameworks in this book.