The demo isn't the end-all, be-all of SaaS sales process.  

Asking good and great questions are the best way to close deals.  

That doesn't necessarily mean that demos are useless.

It's more a question of how you demo your SaaS product demo that's critical.

A buyer...

Is the way most B2B SaaS salespeople sell is:

Demo, proposal, follow-up, close.  

But is that the right way to do it? Could you be winning more business with a better sales process? Are you being consultative?

Is there a better way?

In this episode, Paul and Fab review the current way most B2B SaaS sell to help them improve sales results.

How most sales and marketing teams think about CRMs is wrong.

Most people think a CRM (Customer Relationship Management) system helps manage customer data.

OK. The definition isn't wrong, but it isn't complete either.

Ultimately your CRM helps you generate more revenue. If your tool doesn't allow you to make more money, it's not a worthy investment.

Your CRM should help:

This episode is part 1 of our CRM series. Today, we cover the what, how and why of an excellent CRM tool.

Enjoy the show!

Generating leads for your sales team is critical. Inbound leads tend to convert better than outbound ones. But they're also easier to work with because you can ask for permission to email them to share more value.

The challenge?

A lot of brands struggle with lead generation. Especially more traditional companies who haven't fully embraced the web and social media

In this episode, Fab shares with Paul a few things you need to increase the number of leads you generate for your business.

Enjoy the show!

You know this. Right?

People buy with their emotions.

Even those B2B buyers you're selling to right now.

Emotions come from something you genuinely care about. Your core motivations like:

The list goes on.

The thing is, it's not always clear what their driving motivation is.

Your job as a salesperson and marketer is to get to that core motivation - the one that drives emotion.

It's OK to figure out your prospect needs accounting software because they're having a hard time keeping track of AR.

It's a different ballgame if you figure out they need to keep better track of AR because the person who fixes the problem has a good chance of getting promoted to CFO. And being CFO has been their dream since college, and they'd be the first in their class to get that position.

In this episode, Paul explains how to get to that driving motivation.

You can do everything right.

You're making your calls, sending your emails, connecting on LinkedIn, sharing content, but sometimes, things just don't click.

No one is answering, calling back, answering... no matter what you do, it just doesn't work.

It's tough and demotivating.

Enter Paul Lafleur.

In today's episode, Paul explains how you can get out of the funk.

Fab explains how marketers can adapt those lessons for their day-to-day.

They happen all the time.

They can happen anytime.

And they aren't always obvious.

Objections can throw off the best reps for many reasons:

In this episode, Paul explains to Fab how a rep should go about handling sales objections.

Creating content...

We've been talking about creating content for 10+ years now.

Content helps you sell and market. With it, you grow and become an expert. It helps build trust.

It's a win-win option.

So why don't people do it more?

In this episode Fab and Paul help you build trust with your clients and potential customers

What's the goal of every salesperson? 

Close the deal. 

Sure, closing deals is the job. But it also means one step closer to being a top rep and getting a commission. 

But how do you close a deal? People paint it as the ultimate step, but Paul explains how it's much more organic than that. If executed properly, closing should end up being the logical conclusion of your sales process. 

Enjoy the show!