How do you drive sales? Set territories, pricing, metrics, and quotas? Build a team? Be a leader? Today’s episode features a panel discussion on Software as a Service (SaaS) sales and scaling hosted by Jono Landon, founder and CEO of Hubbli.
Panelists include Cheryl Fearon, Zensurance sales director; Bram Belzberg, KEV Group CEO; Jordan Grant, Zafin head of business development; and Nick Kozmin, Salesprocess.io founder.
Topics Include:
- What is sales? Mastering a craft, learning every day, figuring out what works, and how to make it better and easier for customers and team members
- KEV Group’s growth lifecycle due to product, pricing, and positioning innovation
- Salesprocess.io started to help SaaS startups scale successfully through product-market fit, lead generation, selling, and closing
- Sales Strategies and Metrics: Selling hasn’t changed, but marketing technology and tools make an impact
- Sales Sprints: Implement weekly, monthly, and yearly goals and action items to achieve
- Successful Strategies to Scale: Hiring practices and personality tests to find top talent that fit with a company’s culture and onboarding process
- Ideal Customer Profile: Required characteristics of potential prospects include asset size, interviews, and value of solution
- Conducive and Compelling Candidates: Competencies, hard work, and diligence may not be enough or make someone worthy of position
- Art of Sales: Customize, interpret, develop, and deliver message to get customers
- Content Marketing: What should you do to solve your problem? How can you solve the problem by purchasing a solution?
- Salary, Commissions, Compensation, and Bonuses: Different business models that generate motivation and participation
Links and Resources:
Hubbli
Jono Landon on LinkedIn
Cheryl Fearon on LinkedIn
Zensurance
Bram Belzberg on LinkedIn
KEV Group
Jordan Grant on LinkedIn
Zafin
Nick Kozmin on LinkedIn
Salesprocess.io