Then there’s sales for SaaS.
Not all that long ago, sales was a one-size-fits-all business activity. No matter the product, no matter the industry, the same playbook applied.
If you were a buyer interested in a product, all of the information you needed to make a decision came from the salesperson.
In other words, the company held all the cards.
A distinct sales methodology emerged as a result of that dynamic. One that put the focus on the company first and the buyer second. And the type of salesperson that methodology produced? Well, modern sellers are still dealing with the stigma of the 20th century salesman.
Fast forward to today, and things have changed.
The rise of SaaS (Software-as-a-Service) flipped the buyer/seller dynamic. Now, the deck is stacked in the buyer’s favour.
Buyers are armed with almost endless ammunition to power purchasing decisions. Educational blogs, peer-to-peer review platforms like G2, social media, free trials; there are countless resources to turn to before a buyer even thinks to talk to a salesperson.
Companies who dominate B2B SaaS sales do so because they put the customer at the centre of their sales strategy. They succeed because they address the fundamental SaaS industry challenges:
- Highly technical products sold on a recurring revenue basis
- Complex, high-touch, and lengthy sales cycles with multiple stakeholders
- Standing out in extremely competitive and often saturated markets
Most importantly, successful sales teams rely on a systematic, repeatable, and scalable sales process.
In these videos, we’ll give you an introduction to building, maintaining, and optimizing your own.
Our mission at Proposify is to help sales teams close more deals. And we’ve seen A TON of deals in our time. To date, our platform has helped close over $2 billion of won business for our customers...and counting.
Join our CEO Kyle Racki and Director of Sales Daniel Hebert as they discuss what sets top B2B SaaS sales organizations apart. They cover:
- How to equip reps with the tools and training they need to sell more effectively
- Bridging the divide between sales and marketing and aligning both departments’ goals
- What SaaS reps are really selling (hint: it’s not just software)
And a whole lot more. Let’s jump in.