A Founder’s Guide to Modern SaaS Selling
3
Lessons
3
Videos
All
Skill Level
30 Mins.
Duration
English
Language
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Overview
Commercial success is the goal of any SaaS start-up. Commercial success requires a lot of things working well but central to this success is happy paying customers.
As a startup, you progress through stages of development from product-market fit to traction to trajectory stages. At each stage, success means different things. The skills and techniques you will need to achieve success will differ from stage to stage.
The skills required throughout these 3 phases are built around 10 core principles. It doesn’t matter where you are in the journey, the 10 guiding principles provide you with a framework that defines your commercial success.
This short course is designed to teach you this 10 point framework. By learning this framework you will understand what you need to learn to accelerate the growth of the company.
The course goes beyond simply deal management/pipeline management in the framework of 10 principles including items you need to grow your team, understand the core metrics and develop skills within your organization.
Completing this course will help you:
- Understand why you need to understand the selling piece
- Learn about the importance of execution for commercial success
- Learn what skills and knowledge you need
- Have a framework of 10 principles to aid your learning and embedding skills in your organization.
Who is the course for?
This course is designed for anyone involved in Enterprise SaaS who wants to learn how to close more deals and do it faster. You can’t wait a year or more to learn the dynamics of an Enterprise deal nor can you simply hire a costly VP of Sales so you need to tap into the necessary expertise quickly and at low cost.
Learning Path
This lesson outlines what you can expect from this course – why you need to manage your deals, what a process looks like and how to control risk and trust. Also we will dive into the stages (the three T’s) of the evolution of a business and and why deal management is essential in each stage
Video 13 Mins
Modern Selling is built around a framework of 10 principles. Knowing and applying these principles as you make sales and build your go to market team will save time and effort by guiding you through what you need to know at what stage.
Video 18 Min
Once you have established where you are on your journey of commercial success, you can pick the right learning path to develop the skills you need today. This is all about execution – by doing the right things at the right time.
Video 4 Mins
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