Selling Saas

In todays episode of the SellingSaas Podcast, Duane chats with Collin Mitchell from the Sales Transformation Podcast , and talks about how the funnel is broken. We need to look at revenue acquisition as a customer journey instead of just a marketing funnel, or sales pipeline or whatever. Its one customer which needs one "funnel."   EPISODE HIGHLIGHTS:   0:45 - How product, sales and marketing all...

In Todays episode of the SellingSaas Podcast, Duane sits down with Brendan Short from Groundswell and breaks down the process of how to rollout a PLG strategy and then how to measure if its working or not.     EPISODE HIGHLIGHTS:   1:50 - How to take action on a PLG strategy 2:30 - PLG is much like product development, its never truly done 3:00 - The steps to take for implementing PLG 4:00 - pick...

 In todays episode of the SellingSaas Podcast, Duane sits down with Tyler Lindley from the Sales Lift Podcast, where we talk about a sales 1:1 vs a tactical coaching call.     EPISODE HIGHLIGHTS:   0:45 - coaching calls are data, but not just you talking at them 1:05 - Utilizing a role based SLA   1:35 - Treating coaching calls like your own management discovery calls   If you get value from this...

In Todays episode off the SellingSaas Podcast, Duane Dufault Sits down with Collin Mitchell from the Sales Transformation Podcast, and goes through a quick history or Duane's journey into sales, selling door to door, and helping a bootstrapped company scale to an acquisition of $320 million.     EPISODE HIGHLIGHTS:   2:05 - Bein the first manager at t a company to lead them to an acquisition of $3...

In todays episode of the sellingsaas podcast Duane talks with Tim Geisenheimer about the current state of the economy, how reps should be thinking when it comes to targeting their accounts, and finding true product market fit   EPISODE HIGHLIGHTS:   1:05 - less head count while still needing to hit targets   2:30 - what should sales reps do or prepare for going into 2023 3:17 - How can I be sure t...

EPISODE SUMMARY:   In todays episode of the SellingSaas Podcast, Duane sits down with Collin Mitchel from the Sales Transformation Podcast to talk about what its like building and scaling GTM teams in a PLG company.       EPISODE HIGHLIGHTS:   1:30 - Sales assist vs just using product and how its hard to scale this process 2:40 - ramp time for reps selling into PLG shouldn't be less than 60 days 3...

In todays episode of the SellingSaas Podcast, Duane sits down Tim Geisenheimer from Correlated to talk about the difference between a freemium tool with limitations vs a free trial of the whole product, and how the typical Saas company seems to miss the next phase after PMF which keeps them from hitting any kind of true scale.     EPISODE HIGHLIGHTS:   0:50 - Freemium vs trial, and how to figure o...

In todays episode of the SellingSaas Podcast, Duane sits down with Tyler Lindley and breaks down the art of a 1:1 thats focused on the rep and who they are, rather than jamming in a 15 min section in your once a month coaching session.     EPISODE HIGHLIGHTS:   - 1:00 - 1:1 vs a coaching call   - 1:40 - being intentional with how you lead vs manage   - 2:15 - Giving the team a platform to express...

In todays episode of the SellingSaas Podcast, Duane sits down with Tim Geisenheimer from Correlated , a tool specifically designed to help Enterprise b2b Saas companies implement and scale a Product-led Growth strategy. The topic is around how sales people fit in a PLG strategy and where you can insert them at different points of the customer funnel.     EPISODE HIGHLIGHTS:   1:05 - When to insert...

In todays episode of the SellingSaas Podcast, Duane sits down with Tyler Lindley about how you as a leader need to be the one understand each reps strengths, and not only place them accordingly, but coach them to that as well.     EPISODE HIGHLIGHTS:   - 0:45 - you don't always need to be outgoing to be successful in sales, sometimes its the quiet ones that go further.   - 1:00 - Being able to wor...

 In todays episode of the SellingSaas Podcast, Duane sits down with Brendan short from Groundswell to talk  about how GTM teams can better utilize the right data at the right time to better target and empower the sales teams to be more effective sooner.     EPISODE HIGHLIGHTS:   2:09 - How does the data from PLG fit into the GTM function 2:30 - Not having one specific owner of the data or the PLG...

In todays episode of the SellingSaas Podcast, Duane sits down with Tyler Lindley on how to look at what kinds of hires you need to make at which stage of your company   EPISODE HIGHLIGHTS:   0:50 - Must be a deep generalist, especially in a start up. 1:15 - Bringing in the tenured sales specialist to one day be the sales leader   If you get value from this episode, be sure to subscribe and share t...

In todays episode of the SellingSaas Podcast, Duane chats with Brendan Short from Groundswell . Brendan talks about the myriad of ways GTM teams are trying to us what data they have or have access to in order to win more business, but just how disconnected all the tools are when it comes to building a truly accurate targeting method.   EPISODE HIGHLIGHTS:   0:45 - Strike while the iron is hot, and...

In todays episode of the SellingSaas Podcast, Duane sits down with the founder of Groundswell , Brendan Short . The conversation revolves around data and GTM teams, and all the things we need to be aware of so we can NOT push our buyers away   EPISODE HIGHLIGHTS:   1:00 - Introducing PLG to sales reps and removing the thought that it replaces sales reps.   2:00 - Sales is much more consultative an...

In todays episode of the SellingSaas Podcast, Duane chats with Tyler Lindley from the Saleslift Podcast Duane talks about what are the foundations of a good sales manager and where most new sales managers miss the boat when going from top producer to managing   EPISODE HIGHLIGHTS:   0:50 - Managers process for running a 1:1, or lack thereof 1:20 - The tactical parts as well as the emotional connec...

In todays episode of the SellingSaas Podcast, Duane sits down with Tim Geisenheimer , the founder and CEO of Correlated . We talk about the common misconception of tech companies that build a tool and expect growth without sales and how 96% of the top Saas companies employ a large sales force   EPISODE HIGHLIGHTS:   0:50 - Getting GTM teams connected to Data with PLG 2:00 - PLG is not the field of...

In todays episode of the SellingSaas Podcast, Duane gets to speak on the two most common reasons why customers churn. Its not what you think it is, and its something a lot of companies miss   EPISODE HIGHLIGHTS:   0:50 - Where does churn come from? It's not price or sales... it's either they have a poor relationship with the company or the product isnt solving the need 1:40 - theres ways to reduce...

In todays episode of the SellingSaas Podcast, Duane chats with Tyler about what kind of skills translate into sales management, if any... And, part of the mindset you MUST have as a leader in order to let go of control.     EPISODE HIGHLIGHTS:   0:45 - what skills translate into the sales management role from being a top sales rep 1:15 - The gap in mindset needed from leadership in order to succes...

In todays episode of the SellingSaas Podcast Duane sits down with Tyler Lindley from Sales lift, and talks about the biggest gaps that we are seeing in sales leadership and how we are promoting people into sales leadership roles.     EPISODE HIGHLIGHTS:   0:46 - how we are not preparing our new sales managers for their new role and how just looking at the top rep for the path is broken.   1:30 - t...

 In todays episode of the SellingSaas podcast, Duane chats with Brandan Short who is the co-founder and CEO of Groundswell , which is a Software company created to help bridge the gap between product usage data and GTM teams. And, how Brendan started his career as a SDR and worked his way up to being an AE, and on to a sales leader. His first company was acquired after 18 months, and after some co...

In todays episode of the SellingSaas Podcast, Duane talks about some of the broken systems in the world of Saas because the focus seems to be only on "growth at all costs" with little focus on actually taking care of the customer.   EPISODE HIGHLIGHTS:   0:40 - Growth at all costs, and leaning on CSMs on pushing growth instead of focusing on customer health 1:10 - companies hiding behind legal con...

In this episode of the SellingSaas podcast, Duane talks about how buyer perception is a hard thing to overcome and they are measuring you right from the beginning. And, are we as a GTM team agile enough in our funnel to meet the buyer where they're at? EPISODE HIGHLIGHTS:   0:40 - being quick to respond to support and help makes a huge difference with customer perception   1:15 - every buyer has t...

 In todays episode of the SellingSaas podcast, Duane talks about how to look at the sales process in order to define when to introduce the sales rep in the customer onboarding process. Using ACV is a great way to start, but not the only metric to use when making that decision for your customer.   EPISODE HIGHLIGHTS:   0:40 - The human element and the trust factor it brings and where the line is on...

In todays episode of the SellingSaas Podcast, Duane sits down with CMO James Gilbert from the Spamming Zero Podcast , and talk about the person argues that content should be written in a way that is easy to speak. They say that this is how they write best and it is also how they talk best. The question is whether we should write our copy in a verbose, SEO-friendly way, or in the way that we actual...

In todays episode of the SellingSaas Podcast, Duane finishes up his conversation with Brandi Starr from the Revenue Rehab podcast, with one final thought that should be the focus of all marketing teams, all product teams, and frankly everyone at the company.   EPISODE HIGHLIGHTS:   0:50 - Talk to your customers, and talk to your customer facing people. Not just leads and trying to sit in on a Demo...