This isn’t about sales strategy. This is about the hoops you need to jump through to win the enterprise deal. Here’s what the enterprise customer is going to expect from your SaaS.
Sales
What Do Enterprise Customers Want From a SaaS?
Selling to the enterprise can be different than the SMB—but not that different. There are just a few things you’ll need to provide in order to win the hearts, and business, of an enterprise prospect.
The Daily SaaS Sales Management Metrics
Here’s a quick overview of the most essential SaaS sales management metrics to track and surface to your team.
Calculate your SaaS Magic Number
An important SaaS metric that many operators overlook is the SaaS “Magic Number”, sales efficiency. This number will help you know how sustainable and capital-efficiency your sales and marketing is. Here’s how to calculate it.
Customer Onboarding Starts in the Sales Process.
The concept of “onboarding starting in the sales process” only truly applies to a SaaS company that has a sales team, and a product that requires an onboarding process. Many SaaS products are “sign and go,” and there is no setup or formal training needed. Think: Slack, DropBox, etc. Those types of SaaS tools are […]
Video: Tips for Creating Your SaaS Sales Comp Plan
More than anything, your sales comp plan needs to be simple to understand, easy to manage, and designed to motivate and incentivize your team. You will get what you incentivize, so plan carefully!
How to Execute a SaaS Land and Expand Strategy
In sales “Land and expand” usually refers to a strategy to land a customer with a small deal, and then sell into the organization to expand your footprint to more seats, additional departments or more products & services. Nowhere does this make more sense than in SaaS. In a typical low-touch SaaS “sale,” an individual […]
Video: The Founder’s Guide to Leading the Sales Team
It’s important for founders, or early stage employees who are leading the sales team, to focus on the most essential aspects of the role. Here’s a quick summary.
Video: Put Your Team in a Bubble for Better Sales Results
Want better sales results? You need to put your sales team in a bubble and let them focus on the essentials. Here’s how.
Real SaaS Sales Problems, And What To Do About Them
Let me start by saying that I LOVE SaaS. I love using SaaS. I love helping SaaS companies. I love running my own SaaS company. And I really, really love building SaaS sales teams. It’s an exciting time to be in SaaS, and opportunity is everywhere. But there are also a lot of uniquely modern […]
