In his presentation at SaaSFest 2017, Steli Efti discusses the importance of building learning loops in your sales process by asking your prospects why they engaged with you.

1. Optimizing Your
SaaS Sales
Machinesteli@close.io

2. Helped 200+ venture backed startups
in Silicon Valley scale sales.

6. BUNDLE MOTHERFUCKER! TO: steli@Close.io
My 6 Books & 14 Templates for you for free!

7. SALES PROCESS:
ICP > Leads > Qualification > Conversion
SaaS Sales Machine

8. A: Activity
Q: Quality
C: Conversion
AQC Funnel
Framework

9. EXAMPLE: SALES CALL FUNNEL
100 Dials > 15 Reaches > 10 Qualified > 5 Closes
AQC Funnel
Framework

10. Create learning loops
Don’t just sell / learn how to sell better
from your prospects / customers.

11. “What made my email to
you stand out?”
“Why did you decide to
respond to me?”

12. Eliminate Complexity
The simpler the sales process the
better

13. Eliminate
Complexity
- Reactive sales workflows: prospect/qualify/close
same day
- Aggressive discounting: covers weaknesses / can’t
forecast
- Closing bad deals: poor qualifying process/ seeding
churn

14. Time is Money
Keep shortening the time to close,
increasing sales velocity/efficiency.

15. Shorten the sales
cycle
- Waste less time/attention: shorter calls/meetings/demos
- Power of now: make decisions, take action, schedule next
steps
- Map out buying process: know all steps, run them in parallel

16. Mapping the buying
journey
“What is it going to take for you to
become a customer of ours?”

17. 1: Design a simple funnel
2: Improve the top of funnel first
3: Create learning loops
4: Eliminate complexity
5: Shorten the sales cycle
5 Ways to optimize your SaaS Sales Machine:

18. Optimizing Your
SaaS Sales
Machinesteli@close.io