Blueprints for a SaaS Sales Organization

Jacco vanderKooij, Fernando Pizarro · First published March 19th 2018

An updated version of the must-have book for SaaS sales teams, which The SaaS Sales Method defines to include Marketing, Sales, and Customer Success. Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. This book distills the authors’ years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans. Blueprints for a SaaS Sales Organization provides detailed guidance for SaaS sales leaders on how to build an sales organization that works together across the entire customer relationship. It builds on the concepts in The SaaS Sales Method and provides detailed information on how to structure teams so that they apply fundamental sales skills during Moments That Matter.

“Blueprints for a SaaS Sales Organization” is a book that provides a step-by-step guide to building a successful sales organization in the software-as-a-service (SaaS) industry. The author outlines the key elements of a successful sales organization, including hiring, training, and management, and provides practical tips and tools for creating and growing a SaaS business.

1. Start with a clear sales strategy: Define your target market, ideal customer, and value proposition.
2. Hire the right people: Focus on finding salespeople with the right combination of skills, experience, and attitude.
3. Train and manage your sales team effectively: Provide clear expectations, ongoing training and coaching, and regular performance evaluations.
4. Use technology to your advantage: Leverage sales tools and software to streamline processes, improve efficiency, and track performance.
5. Build a strong pipeline: Focus on generating leads, qualifying prospects, and closing deals.
6. Offer value-added services: Develop and implement strategies to differentiate your product and add value for customers.
7. Foster relationships with customers: Foster strong relationships with customers by understanding their needs, solving their problems, and delivering exceptional customer service.
8. Utilize data and analytics: Use data and analytics to measure and improve performance, inform decision-making, and inform sales strategy.
9. Focus on continuous improvement: Continuously evaluate and improve processes and strategies to remain competitive and grow the business.
10. Stay disciplined and persistent: Stay focused on your sales goals and stay disciplined in executing your sales strategy, even during challenging times.