It’s my mission to help B2B SaaS sales teams become better at selling. And that’s not easy. The reality is that most SaaS sales teams are poorly positioned for success. They make their most junior guys and girls, the SDRs and BDRs, responsible for one of the most important areas of the sales funnel: the very top. They tend to only involve senior sales professionals, including sales management, in deals once they’re way past the stage where the outcome can be influenced. And they believe that the way to make this all work, is to send whole teams to HQ Bootcamps and Sales Kick Off where participants are expected to digest huge amounts of training content – even through their brains are fried after (the social drinks of) day 1.
I’ve learned that often, it’s not the abilities of sales professionals that hampers their success. It’s everything around it – from how we train them, to the processes we have in place to qualify early stage opportunities, to the collaboration between the SDRs/BDRs, AEs, SCs, and CSMs. Fixing that has a much higher impact than organising yet another training that everyone will have forgotten by the time their plane touches down in their home city again. Yet, Sales Management doesn’t have the bandwidth to get involved. This fundamental misalignment creates a downward spiral where there is only time to focus on deals closing this quarter.
- Every time you focus on closing a big deal, it prevents you from building new pipeline. How do you balance the two?
- Your sales rep pushed a deal out to the next quarter. Again. Why do some opportunities in the pipeline never seem to close?
- Your sales reps say your competitors are winning because they’re dropping their prices. Why don’t your prospects appreciate the unique differentiators of your offering?
- You want to get to C-level in your big accounts, but keep on getting pushed down.
- You’re frustrated, wasting time and energy on expensive demand generation that doesn’t lead to conversions. Why can’t you get better leads?
- You’re thinking of investing in more sales training, but haven’t really seen the improvements since the last time you invested.
As a SaaS Sales Coach, I will roll up my sleeves and get involved with your teams to make structural changes in the way they work. I will coach the Front Line Managers of the SDRs, the Commercial and Enterprise Sales Teams, the CSMs and help bridge the collaboration with Marketing. My methods and frameworks have been developed to make a fundamental impact on sales success – when I step away after a few months, your team will be operating at a higher level.
I am also very familiar with a topic that we don’t like to talk about in sales: setbacks. In 2013, I was involved in a life threatening kitesurfing accident, which took two years to fully recover from. The experience sparked a deep interest in what it takes to stay motivated and persevere in the face of the setbacks we encounter in sales.