The Saas Sales Method

Author : Fernando Pizarro,Winning by Winning by Design,Dominique Levin,Dan Smith,Jacco Van Der Kooij
Publisher : Unknown
Page : 112 pages
File Size : 54,9 Mb
Release : 2021-07-29
Category : Electronic
ISBN : 9798507163298

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The SaaS Sales Method by Fernando Pizarro,Winning by Winning by Design,Dominique Levin,Dan Smith,Jacco Van Der Kooij Pdf

In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.

Author : Jacco Van Der Kooij,Fernando Pizarro,Winning by Winning by Design
Publisher : Unknown
Page : 140 pages
File Size : 53,5 Mb
Release : 2018-03-14
Category : Electronic
ISBN : 1986269795

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Blueprints for a SaaS Sales Organization by Jacco Van Der Kooij,Fernando Pizarro,Winning by Winning by Design Pdf

An updated version of the must-have book for SaaS sales teams, which The SaaS Sales Method defines to include Marketing, Sales, and Customer Success. 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.

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 48,9 Mb
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000111484

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SPIN® -Selling by Neil Rackham Pdf

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Author : Jacco Van Der Kooij,Winning by Winning by Design
Publisher : Unknown
Page : 146 pages
File Size : 50,8 Mb
Release : 2018-03-14
Category : Electronic
ISBN : 1986270920

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The SaaS Sales Method for Account Executives: by Jacco Van Der Kooij,Winning by Winning by Design Pdf

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, The SaaS Sales Method for Account Executives: How to Win Customers 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,Winning by Winning by Design
Publisher : Unknown
Page : 124 pages
File Size : 54,9 Mb
Release : 2018-03-14
Category : Electronic
ISBN : 1986270203

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The SaaS Sales Method Fundamentals by Jacco Van Der Kooij,Dominique Levin,Winning by Winning by Design Pdf

The SaaS Sales Method Fundamentals: How to Have Customer Conversations 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 : Matthew Dixon,Brent Adamson
Publisher : Penguin
Page : 240 pages
File Size : 54,6 Mb
Release : 2011-11-10
Category : Business & Economics
ISBN : 9781101545898

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The Challenger Sale by Matthew Dixon,Brent Adamson Pdf

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author : Dominique Levin,Jacco van der Kooij,Winning by Winning by Design
Publisher : Unknown
Page : 90 pages
File Size : 47,7 Mb
Release : 2018-03-13
Category : Electronic
ISBN : 1986506312

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The SaaS Sales Method for Customer Success and Account Managers by Dominique Levin,Jacco van der Kooij,Winning by Winning by Design Pdf

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.

Author : Jacco Van Der Kooij,Dan Smith,Winning by Winning by Design
Publisher : Unknown
Page : 134 pages
File Size : 50,7 Mb
Release : 2018-03-14
Category : Electronic
ISBN : 1986270653

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The SaaS Sales Method for Sales Development Representatives: by Jacco Van Der Kooij,Dan Smith,Winning by Winning by Design Pdf

The ultimate guide for Sales Development Representatives, also known as SDRs. In this book 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, The SaaS Sales Method for Sales Development Representatives: How to Prospect for Customers helps sales leaders, sales managers, and individual salespeople understand what it takes to succeed and provides step by step instructions.

Author : Renie McClay
Publisher : John Wiley & Sons
Page : 352 pages
File Size : 49,5 Mb
Release : 2010-01-28
Category : Business & Economics
ISBN : 9780470552902

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Fortify Your Sales Force by Renie McClay Pdf

How can organizations provide the right sales training to the right sales people at the right time? This book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets. It provides how-to guidelines for successful sales training in a down economy. It is written by 13 experts who have experience selling and have managed sales people. The contributors have combined experience of improving sales performance of over 120 years. The book contributors are Bob Rickert, Jim Graham, Teresa Hiatt, Michael Rockelmann, Maris Edelson, Susan Onaitis, Susanne Conrad, Rick Wills, Ken Phillips, Trish Uhl, Gary Summy, Lanie Jordan, and Renie McClay.

Author : Martin Giese,Matthias Hilpert
Publisher : Matthias Hilpert
Page : 276 pages
File Size : 55,5 Mb
Release : 2021-04-19
Category : Business & Economics
ISBN : 9783982298115

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Fast Forward by Martin Giese,Matthias Hilpert Pdf

Are you a founder searching for customers to grow your B2B startup? Fast Forward will help you find, win, and keep customers. This detailed guide on B2B sales tells you how to grow your revenue from zero to 1 million, 10 million and 100 million. The authors share more than 40 years of successful operating experience as startup founder, senior executive, board member, mentor, and investor in startups. Fast Forward outlines their insider’s perspective on market segmentation, pricing, contract negotiation, sales process, customer conversations, pipeline management, reporting, sales organization, and customer success. Fast Forward also features exclusive advice from more than 30 top-tier B2B startup founders and CEOs, including: Moritz Zimmermann (Hybris, now SAP) - Neil Ryland (Peakon, now Workday) - Peter Carlsson (Northvolt) - Bastian Nominacher (Celonis) - Erez Galonska (Infarm) - Veronika Riederle (Demodesk) - Jonas Rieke (Personio) - Matt Robinson (GoCardless) - Nicolas Dessaigne (Algolia) - Jörg G. Beyer (LeanIX) - Firmin Zocchetto (Payfit) - Avinoam Nowogrodski (Clarizen) “This book demystifies the sales journey, breaking it down into clear phases, and is packed with hands-on, pragmatic advice. To save time and avoid mistakes, read this book.” - Bastian Nominacher, Co-Founder & Co-CEO, Celonis

Author : Bob Moesta,Greg Engle
Publisher : Unknown
Page : 0 pages
File Size : 42,8 Mb
Release : 2020-09-22
Category : Customer relations
ISBN : 1544509960

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Demand-Side Sales 101 by Bob Moesta,Greg Engle Pdf

For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing. It's really not our fault. We weren't taught how to sell, plus we've been sold before, leaving us with a bitter taste. Here's the truth: sales does not have to feel icky for you or your customers. In fact, with the right approach, sales can be an empowering experience for all. Bob Moesta, lifelong innovator and coarchitect of the "Jobs to be Done" theory, shares his approach for flipping the lens on sales. Bob shifts the focus of sales from selling, to helping people buy and make progress in their lives-demand-side sales.  Now, in Demand-Side Sales 101, you'll learn to really see what your customers see, hear what they hear, and understand what they mean. You'll not only be a more effective and innovative salesperson-you'll want to help people make progress.

Author : Stephan Schiffman
Publisher : Simon and Schuster
Page : 128 pages
File Size : 44,9 Mb
Release : 1999-05-01
Category : Business & Economics
ISBN : 9781440500787

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The 25 Sales Strategies That Will Boost Your Sales Today! by Stephan Schiffman Pdf

Stephan Schiffman, America's #1 corporate sales trainer, delivers more of the simple, direct, easy-to-apply sales advice that has helped thousands of businesses around the world. He reveals 25 new sales-building strategies that he's developed and tested during his years of training top-notch salespeople. Put these effective, yet simple, strategies to work for you!

Author : David Jobber
Publisher : Pearson Education India
Page : 552 pages
File Size : 51,5 Mb
Release : 2008-09
Category : Sales management
ISBN : 8131725863

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Selling and Sales Management by David Jobber Pdf

Author : Mark Roberge
Publisher : John Wiley & Sons
Page : 227 pages
File Size : 48,9 Mb
Release : 2015-02-24
Category : Business & Economics
ISBN : 9781119047070

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The Sales Acceleration Formula by Mark Roberge Pdf

Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.

Author : Darius Lahoutifard
Publisher : 01consulting
Page : 143 pages
File Size : 52,7 Mb
Release : 2023-10-21
Category : Business & Economics
ISBN : 9798599470854

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ALWAYS BE QUALIFYING by Darius Lahoutifard Pdf

In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply throughout the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification. I was an early sales leader at PTC where the MEDDIC methodology took shape. I am also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. and the MEDDPICC® sales methodology in depth. This is not a book of theories, research, or academic concepts but pure execution techniques with practical recipes. At a high level, MEDDIC is a checklist that helps sales professionals reveal the gaps in an opportunity and execute correctly to fill those gaps and close the deal or drop it early. This book is an excellent complement to the training and workshops we deliver online and in-person globally.