What strategies or tactics to use in closing a SaaS deal?

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JASON LEMKIN

Hire an experienced VP of Sales.

It may sound like a non-answer, but it isn’t. Most founders are good at the “middle” of the sales process. We are great at talking to customers. But we don’t really know how to do demand gen, or outbound, at all or all that well. And we aren’t great closers. Sometimes, we’re even pretty bad closers. Because we don’t want to blow the deal. We get worried if we push too hard, we break the relationship.

But one reason a strong VP of Sales has such an immediate impact is she’ll do just two things:

  • Thoughtfully push the deal to close this month / this quarter;
  • For the most amount of revenue;
  • Without blowing the deal.

If your VP of Sales just does this herself, and trains her team how to do this … you get an almost 50%-100% bump in revenue right there. More deals close, faster, for more revenue.

For now, then, don’t agonize over it. Instead, first hire 2 good sales reps. If they have a few years of experience, they may be better here than you. Get them hitting quota. Then, you’re ready to have a repeatable sales process. Go hire your VP of Sales after that.

And watch your Revenue Per Lead double.

more here: https://www.saastr.com/how-my-vp…

View original question on quora

Published on October 23, 2017

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