Saa s sales strategies

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Saa s sales strategies

  1. 1. S a a S S a l e s S t r a t e g i e s Friday, September 27, 13
  2. 2. Keep  Your  Trial  Short 14  Days 1/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  3. 3. Automate  Emails 4-­‐6  emails  during  trial 2/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  4. 4. Automate  Emails 4-­‐6  emails  during  trial -­‐  Semi-­‐Personal:  yourname@domain.com  ,  Sent  via  iPhone   -­‐  Drip  /  Lifecycle  Tools:  Customer.io  ,  Hubspot.com  ,  etc.   -­‐  Events  Driven:  Signup,  AcGvity,  Trial  End,  etc.   -­‐  Call  to  ac>on  oriented:  Schedule  a  call  ,  Reply  to  this,  etc.   2/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  5. 5. Call  Everyone Within  5mins  of  signup 3/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  6. 6. Call  Everyone Within  5mins  of  signup -­‐  Ac>vate:  Call  quickly  ,  Answer  QuesGons,  Give  DirecGon   -­‐  Qualify:  Ask  QuesGons,  Lead  Quality,  Create  Pipeline -­‐  Discover:  How  did  they  hear  about  you,  Problems,  Needs -­‐  Close:  Manage  ObjecGons  ,  Guide  buyer  to  upgrade 3/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  7. 7. Demo  Quickly 15mins  or  less 4/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  8. 8. Demo  Quickly 15mins  or  less -­‐  Qualify  first:  Can/Should  they  buy  ,  is  it  worth  the  Gme -­‐  Benefits  vs.  Features:  Focus  on  what’s  relevant -­‐  Sales  vs.  Training:  Demo  value  vs.  teaching  funcGonality 4/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  9. 9. Follow  Up  Relentlessly   UnGl  you  get  a  result  (yes/no) 5/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  10. 10. Set  Your  Prices  High Value  Based  Pricing  ($3k+  CLTV) 6/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  11. 11. Get  the  Cash Sell  pre-­‐paid  annual  deals 7/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  12. 12. Discount  Lightly Only  for  annual  pre-­‐paid  customers 8/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  13. 13. Never  Close  a  Bad  Deal Churn  is  going  to  kill  your  company 9/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  14. 14. Q  &  A steli@close.io 10/10 Close.io  -­‐  SaaS  Sales  Strategies  Webinar   Friday, September 27, 13
  15. 15. S a a S S a l e s S t r a t e g i e s Friday, September 27, 13

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