We’re joined by SaaS Academy sales aficionado Wendell Scott in this episode of the LMScast podcast where we discuss how you can sell high value coaching, courses, and community products. Wendell shares some expert tips for sales in general, but also specifically in the realm of online membership products.

If you haven’t yet considered selling a recurring membership option with a community component and a monthly live call component, you’re likely missing out on the recurring revenue value. Instead of constantly chasing new sales, with a recurring revenue model you can much more easily scale your business.

An important tip Wendell shares for having a great sales engine is having a very specific target customer. At SaaS Academy they have a very specific customer archetype of B2B SaaS companies. They don’t work with B2B industrial supply companies or B2C service companies - just B2B software companies.

Once you have a clear product and target customer laid out, it’s important before even hopping on the phone with your prospects that they really understand who you are, what you do, and how you can help them. If you can lay out a clear statement of who your offer is for and who it is not for, it really helps to clarify who your target customer is to everyone who visits your page. Many online businesses struggle to get traction due to being over generalized and non-specific.

To learn more about Wendell Scott and SaaS Academy, be sure to head to DanMartell.com. They have a free Rocket Demo Builder there that will allow you to give better sales demos and get higher conversions in less time. Thanks for joining us!