September 27, 2019

How to Scale a SaaS Sales Team

1 hour 41 minutes

How do you drive sales? Set territories, pricing, metrics, and quotas? Build a team? Be a leader? Today’s episode features a panel discussion on Software as a Service (SaaS) sales and scaling hosted by Jono Landon, founder and CEO of Hubbli.

Panelists include Cheryl Fearon, Zensurance sales director; Bram Belzberg, KEV Group CEO; Jordan Grant, Zafin head of business development; and Nick Kozmin, Salesprocess.io founder.

Topics Include:

What is sales? Mastering a craft, learning every day, figuring out what works, and how to make it better and easier for customers and team members

KEV Group’s growth lifecycle due to product, pricing, and positioning innovation

Salesprocess.io started to help SaaS startups scale successfully through product-market fit, lead generation, selling, and closing

Sales Strategies and Metrics: Selling hasn’t changed, but marketing technology and tools make an impact

Sales Sprints: Implement weekly, monthly, and yearly goals and action items to achieve

Successful Strategies to Scale: Hiring practices and personality tests to find top talent that fit with a company’s culture and onboarding process

Ideal Customer Profile: Required characteristics of potential prospects include asset size, interviews, and value of solution

Conducive and Compelling Candidates: Competencies, hard work, and diligence may not be enough or make someone worthy of position

Art of Sales: Customize, interpret, develop, and deliver message to get customers

Content Marketing: What should you do to solve your problem? How can you solve the problem by purchasing a solution?

Salary, Commissions, Compensation, and Bonuses: Different business models that generate motivation and participation

Links and Resources:

Hubbli

Jono Landon on LinkedIn

Cheryl Fearon on LinkedIn

Zensurance

Bram Belzberg on LinkedIn

KEV Group

Jordan Grant on LinkedIn

Zafin

Nick Kozmin on LinkedIn

Salesprocess.io

Toronto Software as a Service (SaaS) Meetup Group

Predictable Revenue by Aaron Ross

Trello

Caliper Test

Salesforce

Salesforce Methodology

SalesLoft

Mixmax

Zendesk

ConnectAndSell

HubSpot

ActiveCampaign

Close.io

Calendly

Google Analytics

Zapier

Ring Central

Zoom

GoToWebinar

Quotes/Tweets:

“Sales is like mastering a craft. It’s about learning every single day on what works, what doesn’t work, and how do you make it better and easier for your customer and your team.” Cheryl Fearon

“Selling hasn’t changed, but marketing has changed to make an impact.” Nick Kozmin

“Solve one problem for one person.” Jordan Grant

“Any good sales leader is going to be...agile. They will try and test a million different things.” Bram Belzberg

...more

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By Jono Landon