The SaaS Sales Method for Account Executives : How to Win Customers

by Jacco van der Kooij, Winning by Design

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 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.

Genres: Business

181 pages, Kindle Edition

Published March 16, 2018

Reviews

[Sergey Morovshik · Rating 5 out of 5]

Отличная книга по продажам, подходит не только для ИТ отрасли и Saas, но и для конслат продаж в целом. Сейчас очень актуальный сценарий для работы.

[Denis Vasilev · Rating 5 out of 5]

Фантастически полезная книга про современные B2B продажи

[Sophia Jackson · Rating 4 out of 5]

This book has an abundance of tactical take aways. There’s numerous email templates, question examples and outlines to pull directly into your process.

It’s organized much like a workbook, that you can actually do a deal analysis within. Each page has actionable take aways that while may not be groundbreaking information, provide a solid foundation for a mature and executable sales process.

[Jonathan Mah · Rating 5 out of 5]

Best book on modern SaaS sales. No typical motivational/sales bs. Concise, effective, actionable.

[Alex Dripchak · Rating 4 out of 5]

Good frameworks and actionable tips to implement that give you a structure for excellence in Sales. Stylistically it’s amateurish with many typos and grammatical errors.

[Cesar Zurita · Rating 5 out of 5]

I really enjoyed the simple yet rich approach suggested by the author. The addition of examples/templates makes it very easy to understand and implement.

[Grant Wharton · Rating 3 out of 5]

Quick read- can finish in an hour. Great visuals detailing the sales process. Also liked the way he dove into certain discovery questions & objections. Maybe a mock full sales cycle process could be added summarizing all the practices.

[Saura · Rating 5 out of 5]

Detailed, organized, great visuals - wish I read this a while ago!