Saas

Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. Josh emphasizes the nuances of selling SaaS, highlighting the crucial differences from selling tangible products or services. 

In this episode, Ryan Staley provides insights on how to succeed at selling SaaS. He believes that salespeople need to understand the misconceptions and ideal attitudes for selling SaaS to succeed.

Demos can be an incredibly powerful tool to help your Account Execs close the deal. But they can also be the kiss of death if used to talk about features and benefits that your prospect may not need or care about. Indeed, the more features you highlight the higher the perceived cost to your prospect – whether they say so or not. So, if your sales process includes showing demos to unqualified prospects, train your team to use the demo to qualify the prospect, not sell to them.