Selling Saas

Spoiler alert: yes, your sellers should have the ability to give discounts; this shortens the sales process, and allows them to tailor-fit your products based on the customer's specific problem. However, this can also quickly become a crutch that when abused becomes a detriment to your bottom line.

Tune in to this episode to learn about empowering your sellers to unpack value through an effective discovery process, and why discounts are not the only way to close a deal.

HIGHLIGHTS:

In this episode, we discuss the following:

00:31 Why sellers should have discount authority

02:01 Your value prop should not be your price

03:51 Discounts do not supplant a good discovery process

05:33 Sellers should unpack value, not create value

We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within.

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.

The free trial and the demo are two of the most common lead generation methods in the SaaS world. While both allow you to show off your product's capabilities, it's helpful for sellers to know the best way to approach leads depending on which of the two methods were chosen. In this episode, Duane focuses on Free Trial Leads, and what sort of conversation a seller may need to make with them, especially in light of privacy concerns in this technologically-driven age.

HIGHLIGHTS

In this episode, we discuss the following:

01:11 Focus on your lead's specific use-case and desired outcome

02:01 Ask a lot of discovery questions

02:52 Talking about privacy in this technologically-driven age

03:46 Be upfront, transparent, and communicative

We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within.

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.

You don't like clicking on ads yourself, so why are you expecting your customers to do it for you? Tune in to this episode to discover why the days of transactional, repetitive, and often annoying (i.e. traditional) ads are over, and why partnered channels are the way to go — assuming that you would rather warm up the market, build trust and foster long-term growth.

HIGHLIGHTS:

In this episode, we discuss the following:

00:51 Duane's approach to a revenue audit

02:01 Stop using paid channels for customer acquisition

03:04 Why traditional marketing's days are at an end

05:08 The benefits of using partnered channels

We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within.

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 the SaaS world, it is crucial to come up with a pricing scheme that makes sense for your customer’s specific use-case and budget. If they don’t need something, they probably won’t buy it. While pricing is still primarily the product manager’s responsibility, the experience and data that your sales reps acquire everyday can just be the game-changer that you’ve been waiting for.

Tune-in to this episode to learn how to leverage data to create efficient pricing strategies, and why an effective pricing scheme is the product of a collaboration between sales and product management teams, among others.

HIGHLIGHTS

In this episode, we discuss the following:

00:24 Why sellers should be concerned with pricing

02:33 Experimenting on pricing strategies and tiers

04:39 The marriage of product management and sales

We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within.

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.

Sometimes, less is more. You can be showing off the most technically capable piece of software to a customer and still end up losing the deal. Listen to this episode and learn how to do a demo properly, and the few ways that you should avoid like the plague.

HIGHLIGHTS:

In this episode, we discuss the following:

01:21: A common but critical misstep that traditional sellers make

02:07: The two main ways sales reps are failing at the demo

03:25: This is how you do the demo correctly

We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within.

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 today's episode of the Sales Leader Network, we dive into it with Ben Rubin.

Ben is the Revenue Director at Remotish, helping making HubSpot awesome for companies of all types and verticals.

We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within.

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.salesleadernetwork.com to get episodes sent directly to your inbox and get the weekly newsletter.

In today's episode of the Sales Leader Network, we dive into it with Mike Hook.

Mike is the Vice President of Sales at ChildcareCRM, bringing ten plus years of experience, high energy, and proven results to rapidly evolving SaaS companies.

We cover some wide-ranging topics including the learner’s mindset, self-awareness, role playing, mentors and role models, coaching and coachability.

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.salesleadernetwork.com to get episodes sent directly to your inbox and get the weekly newsletter.

In today's episode of the Sales Leader Network, we dive into it with Stefani Pady.

In today's episode of the Sales Leader Network, we dive into it with Christopher Roche.

Chris is the CEO of Catalyst Consulting. Through proven sales strategy and marketing implementation, his clients are able to create a sustainable and scalable automated sales pipeline derived from paid social advertising.

We cover a wide range of topics including entrepreneurship, building relationships with clients, developing a personal brand, lead gen vs demand gen, and the importance of the patience game.

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.salesleadernetwork.com to get episodes sent directly to your inbox and get the weekly newsletter.

In this episode of the sales leader network, we sit down with one of my old bosses! (now who has the guts to do that…) We dive into a wide range of topics, from Aerins 13 years working for CARD, Chico Area Recreation District (Which is a city municipality focused on sports for the youth) to how there's literally no onboarding or training for sales leadership, it's way too much of “learn as you go.”

Other topics include:

And as usual, plenty of motivational moments sprinkled throughout this episode.

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 todays society. Go to www.salesleadernetwork.com to get episodes sent directly to you inbox and get the weekly newsletter.