The SaaS Sales Methodology - A Customer Centric Approach to Selling | Sales as a Science #1

Jacco van der Kooij from Winning By Design describes The SaaS Sales Methodology in context to other sales methodologies, and why SaaS needs its own methodology.

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0:00 Differences between sales methodologies
1:37 Where the majority of revenue in SaaS is actually made
2:51 The key metrics at each sales stage
4:45 The key roles across the SaaS sales cycle
5:51 Why this method works for recurring revenue businesses

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About Winning By Design:
We specialize in enabling teams to succeed with Remote Selling. Our roots come from advising and collaborating with high-growth startups and mid-market SaaS companies, and we now help global enterprise organizations apply those best practices to achieve sustainable growth. Trusted by 500+ organizations around the world.

The SaaS Sales Methodology - A Customer Centric Approach to Selling | Sales as a Science #1

[MrJoypoohpk]

My company just moved from a self-developed firm only to become a partner with Saas provider. We've been struggling with sales of the new products. This is what we are looking for. Thanks so much Jacco.

[martynpage]

Love it, love it, love it. The back end is the key, once they are committed we can prove our value. Win/win.

[leadsymphony]

Reading The Saas Sales Method and watching your videos. Great work Jacco!

[ShaiHaddad]

Such an elegant and impactful explanation. Always great content from Jacco. Thank you

[paulprijs]

As a technical founder it is hard to get excited about sales. This video however makes me excited how to get prospects and users trough each phase. I will use your video’s as a guideline in the coming months.

[travelwithrohit]

The theory shared is like a piece of knowledge in this video, the wisdom is executing the model suggested. The hidden devil always lies in the execution of the model as it requires a lot of behaviour challenges.

[douglasmarquezin]

That's amazing! Thanks for sharing your approach to sales, it's very clear and logical, gonna dig deeper into your work.

[avijitdutta]

Amazing! Thanks for sharing your perspective on sales as a science.

[danieltoronto]

Has anyone noticed that he can wright backwards?!

[billy]

How did I stay in SAAS for 4 years without seeing this first? This would've given me a huge lead in my role had I seen this.

[LetBBB]

So... what's new? That the prospect gets to try the solution and that there is recurring revenue. What else?

[MegaPetchi]

And when Jaco will face a human customer, reality strikes back...

[commonsense]

Great explanation Jacco. At the end of the video, you write prospecting in between marketing and sales? Who is responsible for prospecting? I would say in today's world prospecting should be done by marketing. Sales spend all their time listening and talking to prospective and existing clients.

[erixgutierrez]

SO no presales technical team? good luck with that

[ez]

Provocative sales techniques are a grey area, Most SDRs & AEs I have come across use shady tactics to lure customers in, with the promise of something great, most of which leads to a one call close mentality.

[davidkirkdorffer]

Jacco - This is a brilliant presentation, but you have SQL and SAL in the wrong sequence. It doesn't change the main point you are making but SAL precedes SQL per SiriusDecisions. SAL comes first because it is the signal that indicates that Sales acknowledges and accepts responsibility to investigate the situation further. Only after Sales has had a chance to speak with a customer and confirm (from Sale's POV) that a prospect truly is qualified do we call the situation an SQL. In the process of teams and hand-offs, the SAL is the "glue" of connection between marketing-team-led processes and sales-team-led processes. In this way, a Sales person can denote a situation is an SAL -- indicating the rep is on the case. But sometimes getting all the qualification information on a situation can take time. Only when a Sales rep is satisfied that a situation is a qualified fit should a sales rep call a situation an SQL.

[dustinoverbeck]

This video was just a bunch of acronyms.

[Kouign]

Imho your backward writing approach is distracting/clumsy.