B2B SaaS Best Practices

This course contains dozens of gems for how to build a sales funnel, how to stay in control of the sale, avoid feature function selling, assume the sale and be able to drive your deals to closed won.  The tactics contained in this course have worked across industries and for hundreds of reps closing transactional sales to enterprise deals in the mid-to high six figures.  If you are a seller who is struggling to hit quota and consistently close deals, or you are an SDR looking to take your career to the next level, there are best practices, talk tracks, tips and tricks in this course for you.

In this course, you’ll learn how to:

• Think about things from your buyers’ perspective (hint, no one cares that you’d love to set a meeting with them, they care about themselves and their pain only)
• Use LinkedIn differently to build pipeline and engage buyers and champions in a way that is about them, and not about you
• Create structure to your outbounding and book the meeting
• Avoid the mistake that most sellers make by doing prep and research that sets you up to run a high touch discovery
• Set the tone in all of your calls and project manage your deals across the finish line
• Avoid feature function selling and provide a demo that matters to your buyer (hint, you have to tell them why everything you’re showing them matters to them)
• Manage proposals that don’t go into the abyss and avoid getting ghosted
• Orient your buyers in metrics that matter to them
• Use pricing as a formality rather than a black hole in which you lose your prospects
• Use Trials and Proof of Concepts to close deals rather than extend your sales process
• Stay in control of the sale with References
• Manage past the contract as a consultative seller

These training topics have helped hundreds of sellers to accelerate their deals, stay in control of the sale and win more often.  If you want to get better but don’t know where to start – this course is for you!