Selling Saas

In todays episode of the SellingSaas Podcast, Duane chats with Collin Mitchell from the Sales Transformation Podcast, and talks about how the funnel is broken. We need to look at revenue acquisition as a customer journey instead of just a marketing funnel, or sales pipeline or whatever. Its one customer which needs one "funnel."

EPISODE HIGHLIGHTS:  

0:45 - How product, sales and marketing all being on the same page

1:50 - The Value loop from your customer success team and how to feed than into the whole GTM engine.  

2:30 - Measuring teams based on the impact of the customer instead of just vanity metrics like MQL and expansion

3:20 - understanding the cost of acquisition per channel, not just one source

4:30 - Utilizing your resources and data to make better decisions that drive growth

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In Todays episode of the SellingSaas Podcast, Duane sits down with Brendan Short from Groundswell and breaks down the process of how to rollout a PLG strategy and then how to measure if its working or not.  

EPISODE HIGHLIGHTS:  

1:50 - How to take action on a PLG strategy

2:30 - PLG is much like product development, its never truly done

3:00 - The steps to take for implementing PLG

4:00 - pick the 2, measure, and let it run for a month to see if it makes an impact  

4:45 - getting direct customer feedback to optimize PLG activation, and sales reps, so much knowledge from your customer facing team.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

 In todays episode of the SellingSaas Podcast, Duane sits down with Tyler Lindley from the Sales Lift Podcast, where we talk about a sales 1:1 vs a tactical coaching call.  

EPISODE HIGHLIGHTS:  

0:45 - coaching calls are data, but not just you talking at them

1:05 - Utilizing a role based SLA  

1:35 - Treating coaching calls like your own management discovery calls

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In Todays episode off the SellingSaas Podcast, Duane Dufault Sits down with Collin Mitchell from the Sales Transformation Podcast, and goes through a quick history or Duane's journey into sales, selling door to door, and helping a bootstrapped company scale to an acquisition of $320 million.  

EPISODE HIGHLIGHTS:  

2:05 - Bein the first manager at t a company to lead them to an acquisition of $320Million  

2:30 - bootstrap companies don't get enough credit in Saas

3:15 - how not having oversight on GTM on a regular basis can cause a lot of loss

3:45 - Selling Door to door sets you up to sell anywhere and builds suchs a work ethic

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the sellingsaas podcast Duane talks with Tim Geisenheimer about the current state of the economy, how reps should be thinking when it comes to targeting their accounts, and finding true product market fit

EPISODE HIGHLIGHTS:  

1:05 - less head count while still needing to hit targets  

2:30 - what should sales reps do or prepare for going into 2023

3:17 - How can I be sure the deals you're working are going to close?

4:30 - how do you measure product market fit?

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

EPISODE SUMMARY:  

In todays episode of the SellingSaas Podcast, Duane sits down with Collin Mitchel from the Sales Transformation Podcast to talk about what its like building and scaling GTM teams in a PLG company.  

EPISODE HIGHLIGHTS:  

1:30 - Sales assist vs just using product and how its hard to scale this process

2:40 - ramp time for reps selling into PLG shouldn't be less than 60 days

3:45 - cutting through the noise by using PLG in your GTM approach, and cutting spend by getting rid of the waste  

4:30 - Making decisions based on data and must be a unique seller

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane sits down Tim Geisenheimer from Correlated to talk about the difference between a freemium tool with limitations vs a free trial of the whole product, and how the typical Saas company seems to miss the next phase after PMF which keeps them from hitting any kind of true scale.  

EPISODE HIGHLIGHTS:  

0:50 - Freemium vs trial, and how to figure out what works in PLG

1:40 - Getting users hooked so they're ready to buy  

2:00 - Viral co-efficient? How can you expand usage based on other users like a Miro, Figma and Slack.  

3:30 - Whats keeping people from seeing the other side of PMF and how to scale

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane sits down with Tyler Lindley and breaks down the art of a 1:1 thats focused on the rep and who they are, rather than jamming in a 15 min section in your once a month coaching session.  

EPISODE HIGHLIGHTS:  

- 1:00 - 1:1 vs a coaching call  

- 1:40 - being intentional with how you lead vs manage  

- 2:15 - Giving the team a platform to express themselves on their terms.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane sits down with Tim Geisenheimer from Correlated, a tool specifically designed to help Enterprise b2b Saas companies implement and scale a Product-led Growth strategy. The topic is around how sales people fit in a PLG strategy and where you can insert them at different points of the customer funnel.  

EPISODE HIGHLIGHTS:  

1:05 - When to insert the sales team inside the PLG strategy

2:10 - How a company like Calendly might better use a sales presence to sell into higher ACV  

3:05 - Using the ABM mentality when looking at how to approach a PLG GTM Plan if you've never done it before, or thinking of doing it.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane sits down with Tyler Lindley about how you as a leader need to be the one understand each reps strengths, and not only place them accordingly, but coach them to that as well.  

EPISODE HIGHLIGHTS:  

- 0:45 - you don't always need to be outgoing to be successful in sales, sometimes its the quiet ones that go further.  

- 1:00 - Being able to work with multiple personality types as a manager to build a diverse and success team.  

- 1:35 - using their strengths to place the team where they will be most successful  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.