Author: Jacco Van Der Kooij
Publisher:
ISBN: 9781986269797
Category :
Languages : en
Pages : 140

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Book Description
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.

Author: Jacco van der Kooij
Publisher:
ISBN: 9780578161365
Category :
Languages : en
Pages : 135

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Book Description

Author: Fernando Pizarro
Publisher:
ISBN:
Category :
Languages : en
Pages : 112

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Book Description
In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.

Author: Jacco Van Der Kooij
Publisher:
ISBN: 9781986270922
Category :
Languages : en
Pages : 146

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Book Description
Sales account executives today face challenges from all directions. Customers want to do their own research. Sales cycles are shorter. Contract sizes are smaller. And few companies have the time or resources to invest in ongoing sales training. This set of Blueprints provides a detailed and structured approach to succeeding as a sales account executive. With advice for both individual salespeople as well as for sales team leaders, The SaaS Sales Method for Account Executives: How to Win Customers builds on The SaaS Sales Method by focusing on the fundamental sales skills needed to help customers commit, as opposed to just closing them.

Author: Jacco Van Der Kooij
Publisher:
ISBN: 9781986270205
Category :
Languages : en
Pages : 124

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Book Description
The SaaS Sales Method Fundamentals: How to Have Customer Conversations distills how the entire organization communicates with customers down to a simple set of interactions. These interactions happen across multiple channels, from email to phone to in person meetings. What is different about how Blueprints approaches communication is that it emphasizes Impact - understanding how everything in the customer relationship affects the customer's business results. Sales professionals, whether Sales Development Representatives, Account Executives, Customer Success Managers, or Account Managers, will benefit from the important impact-oriented communications frameworks in this book.

Author: Wesley E. Patton
Publisher: McGraw-Hill/Irwin
ISBN: 9780256150094
Category :
Languages : en
Pages : 126

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Book Description

Author: Dominique Levin
Publisher:
ISBN: 9781986506311
Category :
Languages : en
Pages : 90

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Book Description
Customer Success Managers and Account Managers are the newest addition to the sales team, whether they and their organizations know it or not. Building on the ideas in The SaaS Sales Method, which discusses how fundamental sales skills must be applied by every customer-facing employee, The SaaS Sales Method for Customer Success & Account Managers: How to Grow Customers goes deep on the fundamental skills of CSMs and Account Managers. It also goes beyond, to discussing in detail how CSMs and AMs must interact with other sales teams in order to truly maintain an consistent customer experience and maximize revenues from existing customers.

Author: Bill Grady
Publisher: Wiley
ISBN: 9780471106623
Category : Business & Economics
Languages : en
Pages : 227

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Book Description
Retailers nationwide are discovering that private label credit cards are one of the most dynamic marketing tools ever to come down the pike. Not only do they act as a powerful draw for new customers, but, according to recent marketing studies, private label cards help build customer loyalty. They are also a nearly limitless vehicle for promotional offers, discounts, premiums, and other potent customer incentives. And they provide retailers with an unprecedented means of gathering valuable customer-profile and purchasing information which can then be used to build a targeted database for generating mailing lists, strategically managing inventory, segmenting the most profitable customers, and more. Now, in the first and only book devoted exclusively to the subject, credit card marketing legend Bill Grady tells you everything you need to know to successfully develop and market a private label credit card, or to more effectively use an existing one to expand your customer base. The man behind many of the major innovations in the field, Bill created and managed the largest and most successful credit card program in the home center industry and has worked with many prestigious Fortune 500 companies to develop their programs. In Credit Card Marketing, he shares the fruits of his more than twenty-five years in the business and fills you in on all the successful credit marketing techniques now in use at today's sharpest, most innovative retail stores, banks, oil companies, and travel and entertainment providers. Writing in a warm, down-to-earth style, he takes you step-by-step through the entire process, from prescreened and preapproved solicitations, to direct mail, telemarketing, and in-store promotions, from premiums and sign-up programs, to frequent shopper and card enhancement programs. He also offers detailed scheduling guidelines to help you understand the lead times involved in various programs; guidelines on how to train employees to effectively market credit cards; and an entire chapter on how to develop and execute a winning credit card marketing plan. And along the way, Bill Grady reveals dozens of insider tips, insights, and rules of thumb that alone make Credit Card Marketing worth more than its weight in platinum. A guide to exploiting the full potential of one of today's most versatile marketing tools, Credit Card Marketing is must reading for all retailers, banks, and others. For as Bill Grady so poignantly puts it: "In today's economic environment those who understand how to get the most from their marketing dollars will be the ones around in a few years to talk about their success." "I've known Bill for twenty-three years . . . his passion for stimulating sales through promotions and direct marketing can only be defined as AGGRESSIVE, CREATIVE, and SUCCESSFUL." —Ray Rawley, Director of Retail Credit Lowe's Companies, Inc. "At last . . . a book that catalogs and fully explains each weapon in the credit marketer's arsenal. Must reading for all credit issuers." —David Garron, President and CEO, First North American National Bank (Circuit City Stores) "A creative and positive approach to credit marketing as translated by a true professional in the credit industry." —Jim Heatherly, Credit Marketing Manager The Home Depot "Bill's commonsense approach to credit marketing really comes through. A must read for the marketing manager and a must read reminder for those of us removed from the day-to-day reality." —Ralph Spurgin, President and CEO Limited Credit Services "The '80s ideas won't work in the '90s. Grady's Credit Card Marketing is a must for credit grantors with ambitious goals." —Bill Bloom, Vice President Credit Sales and Services, Saks Fifth Avenue "Everyone from Assistant Credit Marketing Manager to the Vice President of Credit will benefit as Bill Grady shares his experiences, common sense, practical applications, and inside tips." —Ed Epstein, Vice President, Credit Specialty Department Stores, Inc. (Uptons, J. Byrons, Steinbach) "Veterans and rookies all can learn from Bill's experience. A must read." —Harry Gambill, President and CEO Trans Union Credit Information Company "Bill's experience in retail credit promotions guarantees this will become a handbook for all credit managers." —Suzanne E. Boas, President, Greater Atlanta Consumer Credit Counselling Service Former Vice President, Credit and Consumer Affairs, Macy's/Bullock's "The '90s are the decade of change. Bill's book reinforces the importance of credit marketing and the effect it will have on all of our businesses this coming decade." —Ted L. Spurlock, Senior Vice President and Director of Financial Services, JC Penney Company "I've heard Bill speak many times and with authority about credit marketing. I'm glad he's decided to put it all in writing . . ." —Ronald Prill, Vice President, Credit Mervyn's (Division of Dayton Hudson)

Author: Jacco Van Der Kooij
Publisher:
ISBN: 9781986270656
Category :
Languages : en
Pages : 134

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Book Description
The ultimate guide for Sales Development Representatives, also known as SDRs. In this book you will learn the most advanced prospecting sales skills from recognized leaders in the sales profession. Covering everything from determining the right fit to going deeper and understanding what a customer's real pain is, The SaaS Sales Method for Sales Development Representatives: How to Prospect for Customers helps sales leaders, sales managers, and individual salespeople understand what it takes to succeed and provides step by step instructions.

Author: Bush Wes
Publisher:
ISBN: 9781777119317
Category : Business & Economics
Languages : en
Pages : 276

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Book Description
"Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"