The SaaS Sales Method Fundamentals: How to Have Customer Conversations: Sales Blueprints, #3
5/5
()
About this ebook
The SaaS Sales Method Fundamentals: How to Have Customer Conversations distills how the entire organization communicates with customers down to a simple set of interactions. These interactions happen across multiple channels, from email to phone to in person meetings. What is different about how Blueprints approaches communication is that it emphasizes Impact - understanding how everything in the customer relationship affects the customer’s business results. Sales professionals, whether Sales Development Representatives, Account Executives, Customer Success Managers, or Account Managers, will benefit from the important impact-oriented communications frameworks in this book.
Related to The SaaS Sales Method Fundamentals
Titles in the series (5)
Blueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization: Sales Blueprints, #2 Rating: 0 out of 5 stars0 ratingsThe SaaS Sales Method Fundamentals: How to Have Customer Conversations: Sales Blueprints, #3 Rating: 5 out of 5 stars5/5The SaaS Sales Method for Sales Development Representatives: How to Prospect for Customers: Sales Blueprints, #4 Rating: 0 out of 5 stars0 ratingsThe SaaS Sales Method for Account Executives: How to Win Customers: Sales Blueprints, #5 Rating: 0 out of 5 stars0 ratingsThe SaaS Sales Method for Customer Success & Account Managers: How to Grow Customers: Sales Blueprints, #6 Rating: 4 out of 5 stars4/5
Related ebooks
The SaaS Sales Method for Sales Development Representatives: How to Prospect for Customers: Sales Blueprints, #4 Rating: 0 out of 5 stars0 ratingsFounding Sales: The Early Stage Go-to-Market Handbook Rating: 5 out of 5 stars5/5Insight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact Rating: 0 out of 5 stars0 ratingsThe Sandler Rules (Review and Analysis of Mattson's Book) Rating: 5 out of 5 stars5/5The SaaS Sales Method for Account Executives: How to Win Customers: Sales Blueprints, #5 Rating: 0 out of 5 stars0 ratingsBlueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization: Sales Blueprints, #2 Rating: 0 out of 5 stars0 ratingsThe SaaS Sales Method for Customer Success & Account Managers: How to Grow Customers: Sales Blueprints, #6 Rating: 4 out of 5 stars4/5MEDDICC: The ultimate guide to staying one step ahead in the complex sale Rating: 5 out of 5 stars5/5ProActive Selling: Control the Process--Win the Sale Rating: 3 out of 5 stars3/5Summary of Trish Bertuzzi's The Sales Development Playbook Rating: 0 out of 5 stars0 ratingsSelling the Cloud Rating: 0 out of 5 stars0 ratingsFrom Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue Rating: 4 out of 5 stars4/5Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. Rating: 0 out of 5 stars0 ratingsHacking Sales: The Playbook for Building a High-Velocity Sales Machine Rating: 5 out of 5 stars5/5The Qualified Sales Leader: Proven Lessons from a Five Time CRO Rating: 5 out of 5 stars5/5Tech-Powered Sales: Achieve Superhuman Sales Skills Rating: 5 out of 5 stars5/5Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline Rating: 3 out of 5 stars3/5Mastering the Complex Sale: How to Compete and Win When the Stakes are High! Rating: 3 out of 5 stars3/5The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success Rating: 0 out of 5 stars0 ratingsThe SaaS Email Marketing Playbook Rating: 5 out of 5 stars5/5Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite Growth Rating: 0 out of 5 stars0 ratingsThe Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Rating: 5 out of 5 stars5/5Mega Deal Secrets: How to Find and Close the Biggest Deal of Your Career Rating: 5 out of 5 stars5/5CMO to CRO: The Revenue Takeover by the Next Generation Executive Rating: 0 out of 5 stars0 ratingsCracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance Rating: 3 out of 5 stars3/5The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales Rating: 0 out of 5 stars0 ratings
Sales & Selling For You
The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone Rating: 4 out of 5 stars4/5Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success Rating: 4 out of 5 stars4/5Exactly What to Say: The Magic Words for Influence and Impact Rating: 4 out of 5 stars4/5DotCom Secrets (Review and Analysis of Brunson's Book) Rating: 4 out of 5 stars4/5The Most Powerful Woman in the Room Is You: Command an Audience and Sell Your Way to Success Rating: 4 out of 5 stars4/5Ziglar on Selling: The Ultimate Handbook for the Complete Sales Professional Rating: 4 out of 5 stars4/580/20 Sales and Marketing: The Definitive Guide to Working Less and Making More Rating: 4 out of 5 stars4/5Body Language: How to Read Others, Detect Deceit, and Convey the Right Message Rating: 0 out of 5 stars0 ratingsThe Neuroscience of Selling: Proven Sales Secrets to Win Over the Buyer's Heart and Mind Rating: 3 out of 5 stars3/5Magic Words Rating: 4 out of 5 stars4/5The 25 Sales Habits of Highly Successful Salespeople Rating: 4 out of 5 stars4/5Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No Rating: 5 out of 5 stars5/5The Ultimate Sales Machine (Review and Analysis of Holmes' Book) Rating: 4 out of 5 stars4/5So, I'm An Insurance Agent...Now What? Rating: 4 out of 5 stars4/5The Qualified Sales Leader: Proven Lessons from a Five Time CRO Rating: 5 out of 5 stars5/5What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level Rating: 4 out of 5 stars4/5The Irresistible Consultant's Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom Rating: 5 out of 5 stars5/5HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) Rating: 5 out of 5 stars5/5Generating Business Referrals Without Asking: A Simple 5 Step Plan to a Referral Explosion Rating: 4 out of 5 stars4/5The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Rating: 5 out of 5 stars5/5Sales Power, the Silva Mind Method for Sales Professionals Rating: 5 out of 5 stars5/5The Best Story Wins: How to Leverage Hollywood Storytelling in Business & Beyond Rating: 5 out of 5 stars5/5To Sell Is Human (Review and Analysis of Pink's Book) Rating: 5 out of 5 stars5/5Writing That Works, 3rd Edition: How to Communicate Effectively in Business Rating: 3 out of 5 stars3/5
Reviews for The SaaS Sales Method Fundamentals
2 ratings1 review
- Rating: 5 out of 5 stars5/5Brilliant! Easy to read through in two sessions- excellent use of visuals to explain concepts. This is an asset for every SaaS sales professional. Thanks guys!
Book preview
The SaaS Sales Method Fundamentals - Jacco van der Kooij
Copyright ©2018. Published by Winning By Design LLC, a Delaware company
All rights reserved as permitted under the United States Copyright Act of 1976. No part of this book may be reproduced, used or distributed in any form or by any means, or stored in a database or archive, without the expressed written consent of the publisher.
The contents of this book were created in the United States of America.
Edited by Fernando Pizarro and Dan Smith
Revision 5.0
ISBN-13:
ISBN-10: 4
Winning by Design LLC
San Francisco, California
United States of America
For more information, visit www.winningbydesign.com
More from Winning by Design
The SaaS Sales Method Fundamentals: How to Have Customer Conversations is part of Winning by Design’s Sales Blueprints series. Other books in the series include:
The SaaS Sales Method: The Science and Process of Sales
Blueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization
The SaaS Sales Method for Sales Development Representatives: How to Prospect for Customers
The SaaS Sales Method for Account Executives: How to Win Customers
The SaaS Sales Method for Customer Success & Account Managers: How to Grow Customers
Contents
More from Winning by Design
Introduction
1. Communication
1.1 Winning By Design Communication Technique
2. Email
2.1 Preparing to Email
2.2 Selecting Valuable Insights
2.3 Writing an Email - RRR
2.4 Using Video in Emails
2.5 Measure Engagement
3 Calling and Leaving a Voicemail
3.1 Preparing for a Voicemail
3.2 Dialing
3.3 Leaving a Voicemail
3.4 Following Through
4 Calling - The Conversation
4.1 Open – Creating Interest in Your First Sentence
4.2 Objections
4.3 Rejections
4.4 Offer Something of Value
4.5 Ask Questions
4.6 Follow-up - Next Steps
5 Socializing
5.1 Visiting Customers Online
5.2 Listening to Customers Online
5.3 Engaging with Customers Online
6 Messaging
6.1 Messaging Basics
6.2 Real-time Messaging
7 Setting Up a Meeting
7.1 Scheduling the Online Meeting
7.2 Inviting People to the Online Meeting
7.3 Preparing for the Online Meeting
7.4 Confirming the Online Meeting
7.5 Opening and Running the Online Meeting
7.7 Follow up After the Meeting
7.8 Presenting in Real Time (TAB-based Presenting)
Summary
Conclusion
About Winning By Design
Introduction
Regardless of what whiz-bang technology you choose to reach your customers, what you say and how you say it is still the most important part of customer engagement. The purpose of this book is to help you learn what to say and how to say it through practice and application.
The skills you learn in this book will help you in everything you do as a sales professional, and we will refer back to them often as we build out sales blueprints going forward.
NOTE: These books are meant to get dirty! We encourage you to write in them, do the exercises, dog ear the pages, and anything else that will help you interact with the content.
1. Communication
Before you start engaging with your customer, you must master three basic elements:
Know what a customer-centric methodology is: Putting yourself in their shoes, and starting conversations always keeping this in mind.
Understand your customer: Do your research – understand their role, their persona, their industry, and the specific use-cases and customer stories that will help you relate to them.
Be a customer-centric professional: Show up every day on time, energized and ready to perform. Your workplace both online (LinkedIn) and in the real world need to be set up to help you and your customer succeed.
To engage a customer, we use these elements:
We string six forms of Interactions together...
...into Sequences that are applied across stages (such as Prospecting, Winning, and Growing)...
...into a series of sales plays...
...resulting in a series of meetings.
Figure 1: Great conversations happen through different interactions
In Figure 1, you can see how key conversation techniques can be applied in 6 different kinds of interactions, which in turn can be applied to sales development, sales, customer success, and account management.
Table 1.1 Interactions you need to excel at as a sales professional
1.1 Winning By Design Communication Technique
During the sales process, you are communicating with your customer. This requires that you become a specialist in communicating outside your age bracket, outside your culture, and beyond. You have to learn how to communicate with anyone/anytime. Below are 9 keys to customer-centric communication.
Tone of voice
Ask questions
Listen to what your client says
Keep notes and include your customer’s tone words
Elaborate by digging deeper with the intent to understand
Repeat back what you have learned
1.1.1 Tone of Voice
In a phone call, your voice is the most powerful tool of all, and it is an instrument you need to learn how to play. If you are able to understand the power of tone, you can translate it into email and text messages.
1.1.2 Ask Questions
When you are on