BOOKS

Author

Jacco Van der Kooij
Fernando Pizarro

Pages

140 (Illustrated)

Blueprints for a SaaS Sales Organization:

How to Design, Build and Scale a Customer-Centric Sales Organization

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).

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.

Author

Jacco Van der Kooij
Dan Smith

Pages

132 (Illustrated)

The SaaS Sales Method for Sales Development Representatives:

How to Prospect for Customers

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.

Author

Jacco Van der Kooij

Pages

142 (Illustrated)

The SaaS Sales Method for Account Executives:

How to Win Customers

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.

Author

Jacco Van der Kooij
Dominique Levin

Pages

124 (Illustrated)

The SaaS Sales Method Fundamentals:

How to Have Customer Conversations

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.

Author

Dominique Levin
Jacco Van der Kooij

Pages

90 (Illustrated)

The SaaS Sales Method for Customer Success & Account Managers:

How to Grow Customers

Customer Success Managers and Account Managers are the newest addition to the sales team, whether they and their organizations know it or not. Building on the ideas in The SaaS Sales Method, which discusses how fundamental sales skills must be applied by every customer-facing employee, The SaaS Sales Method for Customer Success & Account Managers: How to Grow Customers goes deep on the fundamental skills of CSMs and Account Managers. It also goes beyond, to discussing in detail how CSMs and AMs must interact with other sales teams in order to truly maintain an consistent customer experience and maximize revenues from existing customers.

SALES ENABLEMENT

Author

Jacco Van der Kooij

Pages

100

Winning By Design Sales Notebook

by Winning By Design

This notebook is must-have tool for SaaS sales professionals. It includes a copy of several key Blueprints from The SaaS Sales Method. Its pages are pre-formatted so you can prepare yourself before having a customer meeting and take the most relevant notes possible during a customer meeting.

Buy