Selling Saas

The importance of creating an environment of trust, which will help employees achieve the best results. Finally, they advise to focus on employee engagement, as this will help create a culture of collaboration and innovation. Overall, the conversation highlights the importance of investing in talent development and creating an environment that is conducive to learning and growth.

In todays episode of the SellingSaas Podcast, Duane chats with Corey Kossack from Aspireship about How difficult and challenging it is to go through the hiring process. When hiring someone, traditionally, the first thing to ask is who has experience in the same industry and in the same role. But often times, the employee is burned out and or has acquired numerous poor habits they are just carrying from role to role. There’s been more success hiring for domain experience than industry experience.

OTHER TOPICS

"The Impact of Talent and Skill Acquisition Over the Last 18 Months"

Conversation on the Challenges of Hiring and Making Transitions

Heading: The Benefits of Hiring Candidates with Domain Experience

Exploring Alternative Hiring Strategies for Successful Team Building

Heading: Measuring Capability in the Workplace

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When the founder has moved out of the "Founder-led sales" stage in their business, most of the time, its all about documenting the process of what works. But., if even the founder is having trouble selling the product, bringing in someone from the outside isn't going to fix everything, in fact, it may make it worse.  

OTHER TOPICS

- Gaining Insight into Effective Go-to-Market Strategies and Sales Growth

- Conversations on Sales 101 and Controllables for Improved Results

- Exploring Strategies for Selling Products and Services to Billion Dollar Revenue Companies

- Discussion on Privileged Problems in the Tech Industry

- The Privileged Problem's? What does that mean and how it that going to impact the Saas industry

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How important it is to focus on how to solve the problems of their clients. It's more important to understand what the client is truly looking for, rather than just providing a product or service that might solve the problem.  

Then when interviewing sales reps, they look for coachability. This means giving harsher feedback than necessary to see how receptive the person is to feedback. The key takeaway from the conversation is that it's important to understand the client's needs and be open to feedback in order to be successful in sales.

When interviewing a candidate we asked him to do a role play over the phone, where the interviewer was the ideal customer. He was average in the role play, and he was very quick to pitch. In the second interview, they ripped the role play apart, giving praise where needed but also pushing to find the ‘snapping point’ of the candidate’s coachability. The candidate got defensive and called the rest of the interview off.  

OTHER TOPICS:

- "Understanding the Person Behind the Problem: A Discussion on Selling SaaS"

- Conversation on Connecting with Customers and Finding Out What They Truly Need

- Conversation Summary: Coaching for Improved Performance

- "The Impact of Coaching on Sales Performance"

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Companies are now looking to be cost neutral when it comes to buying software, meaning that they have to get rid of one tool in order to buy another. It is speculated that this recession is of our own making, due to low interest rates. It is also noted that the essential workforce is not affected by the recession and is in fact doing better. The conversation closes with the idea that luxury problems are now being blown up out of proportion.

The conversation discusses the effects of the recession and how it is impacting venture capital funding. It is noted that the majority of venture capital money comes from large university endowments, state employee retirement pension funds, and other organizations which have to maintain certain portfolio allocations. It is suggested that the situation is similar to a Ponzi scheme, with funds from one source covering the losses of another. The conversation concludes by noting that a lot of these organizations have to set aside a portion of their money for alternative investments with higher risk, such as venture capital and real estate.

TOPICS:

- "Exploring the Mindset Behind 'Growth at All Costs'"

- Discussion on the Growth at All Cost Mindset in Bootstrap Companies

- "The Impact of Low Interest Rates on the VC-Backed Economy"

- Heading: Exploring the Impact of the Recession on Venture Capital Funding

- "The Impact of Public Markets on Venture Capital Funds"

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It's important for businesses to empathize with their customers and employees and use natural language in their marketing and conversations. Meagan Davis, Director of Sales Enablement from Hunters, advised that businesses should be cognizant of the potential of their customers and employees to learn and grow. Enablement can aid in improving customer experience, as well as taking pressure off of individual customer success reps. Additionally, by considering the metric of the total cost of sales, and how enablement can reduce that number through more effective training and centralizing resources

OTHER TOPICS:  

- "Enabling the Whole Customer: A Discussion on GTM Strategies, Sales, and Product Growth"

- "Exploring the Benefits of Enablement for B2B SaaS Companies"

- Heading: Interview with Megan, Sales Enablement Expert

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Join Duane on Todays episode of the SellingSaas Podcast, where he sits down with Corey Kossack, the Co-Founder/CEO of Aspireship. Todays conversation starts with how to hire the right sales rep for a startup. It is important to look at the individual's skill set and strengths, rather than just what the job description says.  

Corey talks about how he believes the biggest factor to consider when hiring is the desire of the individual. They need to have a clear understanding of why they want the job and be enthusiastic about it. When interviewing, Corey looks for candidates who are willing to put in the hard work and are not just playing hard to get. They emphasize that even though it is important for people to have a nine to five, it is helpful for the startup if the employees have the passion and desire to put in extra work when necessary.

Other topics:  

- Using personality assessments like DISC to create and analyze hiring roles and interview templates

- Reflection on the Benefits of Hiring a Personable Sales Rep

- Hiring for Startups: The Importance of Desire and Capability

- The Power of Conviction in Sales: A Conversation with reps who care

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Interviewing for sales is a tough job, but it has to be done right if you want actual quality, but its not what you think it should be. Just looking for "closers" isn't going to get the job. Like at all. Role plays in the interview, conversations around tough feedback, and how to handle not doing well before doing great.  

TIMESTAMPS:  

0:00:03 - Understanding the Person Behind the Problem

0:01:00 - Conversation on Connecting with Customers and Finding Out What They Truly Need

0:02:38 - Conversation Summary: Coaching for Improved Performance

0:06:52 - "The Impact of Coaching on Sales Performance"

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.

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The best way to build confidence is to build skill, and the best way to do that is through practice, repetition, feedback, coaching and time. The idea that you just have to go do it and learn by experience is just wrong, as getting rejected does not teach someone how to not get rejected - it just teaches them that they got rejected. To become better, they must learn why they got rejected and how to get better at it. Kevin Dorsey from Winning By design and host of Live better Sell Better Podcast. 

0:00:51

Conversation on Building Confidence for Sales Reps

0:02:44

"Exploring the Role of Mindset in Achieving Confidence and Success"

0:04:43

Conversation on Addressing Performance Issues and Developing Mindset for Growth

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Scott Stouffer Co-founder/CEO from Scalematters joins Duane on the SellingSaas Podcast to talk all data and RevOps as it relates to the entire GTM function

EPISODE HIGHLIGHTS:  

2:00 - How a 5 time CEO developed a passion for GTM and built software to enable it but also the consultancy tp back it up  

3:30 - using the process of working with non-profit organizations to learn how to efficiently grow and get really good using data  

4:20 - Over spending on GTM that led to 70% waste and generating non-ICP leads

5:30 - How getting PMF is great, but not getting message fit drives up waste and has a major impact on growth.  

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Enabling your teams to grow and get better is the ultimate leverage point for your business, and all the energy shouldn't just be on recruiting, it can and should be on skill acquisition for team as well as longevity in culture.  

1:00 - using enablement to reduce the pressure from your success team and other customer facing teams  

2:00 - Using the total cost of sales to help with training, resources, and truly enabling the team to function better  

3:20 - We're all human, using the language resonates and matters not just what fits

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