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.
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.
@@whyte3070 I'll have to check that out. @paul I am in the same boat. I have been engineering for months, now I am putting a hold on code, only bug fixes. Working up to getting excited for sales also.
Want better salesmen? Every salesman loves some words of affirmation, especially from the top of the organization. Try it won’t cost you a dime. Your welcome.
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.
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.
How is that a new question? (where marketing's responsibility for prospecting stops and sales start)? I get that Saas has implications on vendor and user but as far as the process from getting people interested in a solution and selling it to them is concerned, what has really changed?
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.
@@nemanjasimic3823Not sure I understand what you mean left to right? I see he is writing on transparent glass but how was it filmed to show writing the right way?
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.
