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.
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 membersKEV Group’s growth lifecycle due to product, pricing, and positioning innovationSalesprocess.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 achieveSuccessful Strategies to Scale: Hiring practices and personality tests to find top talent that fit with a company’s culture and onboarding processIdeal Customer Profile: Required characteristics of potential prospects include asset size, interviews, and value of solutionConducive and Compelling Candidates: Competencies, hard work, and diligence may not be enough or make someone worthy of positionArt 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 Cheryl Fearon on LinkedIn
Bram Belzberg on LinkedIn
Toronto Software as a Service (SaaS) Meetup Group
Predictable Revenue by Aaron Ross
“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