The SaaS Sales Method Quotes

“salespeople are considered to be the root of the problem.”
― Jacco van der Kooij, The SaaS Sales Method: Sales As a Science

“If I had asked people what they wanted, they would have asked for faster horses,” said Henry Ford famously.”
― Jacco van der Kooij, The SaaS Sales Method: Sales As a Science

“Marketing for “Lead Generation” and “Lead Development” Market development rep (MDR) doing research and responding to inbound leads Sales development rep (SDR) generating leads via outbound prospecting techniques Account executive (AE) getting initial customer commitment Onboarder (ONB) to guide the customer to first value sits with a sales engineer Customer success manager (CSM) orchestrating the customer’s ongoing experience Account manager (AM) helping the customer grow the business When executed well, job specialization can increase sales velocity and improve effectiveness. Organizations need to ensure that specialization is paired with a well-defined, cross-functional process and job training for each role. Without a well-defined process, customers and win rates will suffer from poor handoffs between functions. We have seen it again and again: Without a well-defined onboarding and coaching program, the reps will fail.”
― Jacco van der Kooij, The SaaS Sales Method: Sales As a Science

“It now is common to first sample the impact through a smaller pilot before expanding the use of your product to other parts of the organization. This model is often referred to as a “land and expand” model.”
― Jacco van der Kooij, The SaaS Sales Method: Sales As a Science

“SKILLS: A superstar culture is built on once-a-year training, delivered by those who have not used the taught skills in over a decade, let alone updated them. Instead, a science culture relies on continuous improvement, where best practices are instantly shared, enriched with peer feedback and coached to new team members. In a science culture, seventy percent of learning comes from doing and coaching, twenty percent from peer feedback and only ten percent from formal classroom learning.”
― Jacco van der Kooij, The SaaS Sales Method: Sales As a Science