how companies buy saas software
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0:30h
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Overview
To best sell to companies it is vital to understand how companies buy software. It is often not realized that companies often don’t have a lot of experience buying software and they tend to apply processes that are not optimum for selecting a software solution.
This course will bring you through a typical cycle that companies deeply when buying SAAS software. You will learn about the different roles typically at play so that you can optimize your approach at each stage. Overarching this there are 5 key principles that dictate the dynamics – for example, “74% of companies tend to buy from the first company that add value and insight. Knowing this you can optimize your approach to every deal.
This course is the foundation for using the deal coach app which is an online coaching tool that guides you in deal management by prompting you at key stages of the deal, surfacing good points and bad points as trust and risk and offering proven modern tactics to overcome the specific challenges you may have in moving a deal forward in partnership with your prospect.
Armed with this knowledge and tool you can develop your strategies around pipeline management, and forecasting and build your organization towards sustainable and repeatable revenue growth.
Completing this course will help you:
- Understand the buyers process better
- Know the Buyer personas and their roles in the buying process
- The value of differentiated Value to the Buyer
- Managing the two main items of interest to the Buyer - The demo and the price
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 the Buyer process from the seller perspective. You will learn what are the 5 principles of the modern buyer , the buying process and the personas involved. You will get an understanding of the dynamics around the two main items the buyer will ask you about – the demo and the price.
Video 30 Minutes
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