Selling Saas

In today episode of the SellingSaas Podcast, Duane continues the conversation with Brandi Starr about the importance of understanding what goes into a quality definition of the KPI of "MQL," and how it varies in great detail from company to company, from product to product, and even down to the buyer types.   EPISODE HIGHLIGHTS:   1:15 - What are the KPI's other than MQL's that Marketing should be...

In todays episode of the SellingSaas Podcast, Duane and Kevin Hopp chat about how to utilize product-led growth in your sales process by needing to understand your buyer and the numbers in your business in order for it to work, as well as other topics around how old school relationship sales is the only true way to make an impact, while the new age slick "sell me this pen" mindset is just creating...

In this episode of the SellingSaas Podcast, Duane and Brandi talk more about how comp plans can make a massive impact on the company, not just the sales team. How in marketing, when the bonus was based on actual conversions, the team did the work to learn what made them convert. Control the money, control the focus.     EPISODE HIGHLIGHTS:   1:00 - How do we measure the behavior we want them to ex...

 In this episode of the SellingSaas Podcast, Duane and Brandi talk about how you can actually get more departments to align to revenue. There are too many ways that the different functions of the business are incentivized to perform at their job, but sales is the only department that is paid more for getting better. There is definitely a huge miss on this. Guess what, that doesn't mean make sales...

In this episode of the SellingSaas Podcast, Duane chats with Kevin Hopp on the Hopp on calls Podcast about why its important to have some degree of money motivation, cold calling is NOT dead but and how you just need a half way decent strategy for it to pay off, and then we find out what's more important for a start-up to focus on, sales or marketing? EPISODE HIGHLIGHTS:   0:40 - Being money motiv...

In this episode of the SellingSaas Podcast , Duane chats with Kevin Hopp about the experience of hitting rock bottom in sales and how that led to learning how to harness the darkside of life to propel him forward and find ways to be successful which became the foundation of his mindset towards sales today.   EPISODE HIGHLIGHTS:   0:50 - Facing all your insecurities as a sales rep by being face to...

This episode of the SellingSaas Podcast, Kevin Hopp from Hopp on Calls Podcast and Duane Dufault get right into some heavy topics in regards to how they got into sales and the hard lessons they learned that led to having a calloused mindset and skillset that will never leave them.   EPISODE HIGHLIGHTS 0:40 - Being Arrogant and conceded   1:45 - Getting back to the bottom, being entry level and doi...

In todays episode of the SellingSaas Podcast, Tom Alaimo from the Pavilion Podcast and Duane Dufault talk about attrition. It's always going to happen but there are some sure fire ways to help prevent it from happening or at least not let it hit so hard when it does happen.  EPISODE HIGHLIGHTS:   1:10 - Keeping your talent pool active by always being in the market and keeping tabs on who is doing...

In this Episode, we sit down with Tom Alaimo, Host of the Pavilion Podcast, and talk about what you can do as  a sales manager to make an impact on the team right out of the gate, and frankly, the whole time as your in that role. Most of the time its not about the big flashy strategies that make the biggest impact in sales, its focusing on the fundamentals. There are 2 pipelines in sales, regardle...

In todays conversation with Brandi Starr, The host of the Revenue Rehab Podcast and COO of Tegrita , we talk about how Customer support and success should be included In how you shape the GTM strategy to both learn what the customer actually values and how to further reduce churn by attracting better fit buyers. 0:50- feature selling going wrong down the line   1:30 - the challenge to listen to sa...

In todays episode, Duane sits down with Brandi Starr, host of the Revenue Rehab Podcast and COO of Tegrita , and talks about the potential issues with GTM and how its not aligned with the customer journey.   EPISODE HIGHLIGHTS:   1:00 - the steps in the customer journey 1:40 - How customer success can play a major role   2:00 - More ways to acquire revenue than just net new 3:00 - What might be po...

Episode Highlights: 1:05 - Patterns of impact   1:25 - Frontline management being the pattern of "implementation" and execution.   1:40 - Director level with pattern "recognition" and spotting trends and being a tools master 2:45 - VP/CRO and it being about pattern "creation," from trends within the market that influence strategy.     If you get value from this episode, be sure to subscribe and sh...

Most people think that getting into a leadership role is how you progress your career as a seller. Unfortunately, in most cases, this cannot be farther from the truth. Tune in to this episode to learn if you have what it takes to be a leader, and why earning more money cannot be your motivation. HIGHLIGHTS In this episode, we discuss the following: 00:56 Getting into leadership is not how you make...

Most sales leaders nowadays are winging it, trying to turn their direct reports into versions of themselves because that's the only way they know how. The problem is, no two people are exactly the same, and there is no one-size fits-all approach to sales either. Tune in to this episode to hear about Duane’s thoughts on what good leadership looks like, and what he plans to do about the lack of a re...

Through the years, Duane has seen a lot of organizations struggle with growth because of one simple thing: their different departments don't work together as effectively and efficiently as they could. One way to solve this is to ensure that people from different departments understand each other when it comes to data. Tune in to this episode to learn how marketing can align its activities with sal...

It's often been said that nobody goes to school for sales, and even less people went to study sales leadership. Unfortunately, this has resulted in generations of sellers and leaders with poor to no understanding of what it means to make data-driven decisions. In this episode of the Selling SaaS podcast, Duane talks about the lack of capabilities and skill sets needed to really drive growth in sal...

Every seller worth their salt is going to tell you this: you're going to make mistakes. Some are going to be funny, some are going to be really embarrassing, a lot of them will be a mixture of both. It's best to get them over with sooner than later. Listen to this podcast to hear about the three most embarrassing mistakes that Duane made as a young seller -- stories that he wishes he could take to...

Everybody has different stories about how they got into sales. For Duane, his journey started with a bike, a newspaper route, and a dinged car. Tune in to this episode to hear how Duane got the Sales bug once and never looked back. HIGHLIGHTS In this episode, we discuss the following: 02:05 Duane's first ever sales experience 03:41 First taste of commission in college 05:29 Embrace the suck We cov...

The secret to a repeatable and scalable sales process is simple: good decision making based on good data — not more headcount, not more sales activity, not hiring a new guy to hold the reins. Tune in to uncover how good data interpretation can inform your next steps towards success, and why sometimes an abundance of funds through venture capitalist backing can do more harm than good. HIGHLIGHTS In...

Partner programs can sound like a radical solution for many, the message so powerful that founders often expect to see instant results. The thing is, it can take a while for the results to appear. But when it does, it can really take you by surprise. Tune in to this episode to see why many founders erroneously judge their partner program as a failure too soon, and why success is just waiting for y...

There's simply no reason to make your customer go through several hoops just to buy from you. Tune in to this episode to learn why your pricing tier may need some revisiting, and why doing so benefits your customers as well as your sellers. HIGHLIGHTS In this episode, we discuss the following: 00:26 The difference between CRO and the COO 01:29 Just make it easy for people to buy We cover some wide...

Yes it is that simple, folks: you can make partner programs work with just two salespeople, provided that they know what they're doing. Tune in to discover how to make partner programs work with minimal headcount, and what it takes to make the system work. HIGHLIGHTS In this episode, we discuss the following: 00:45 How channel partnerships can be effective with minimal headcount 01:37 Your channel...

It’s every seller’s dilemma: how do you make your product stand out in a sea of others? It may be tempting to think that product differentiation is the province of engineering, or even marketing. But as sellers in the SaaS space, this is simply not true. Tune in to this episode to discover the value of a good discovery process, and why even sellers can help differentiate a product from the competi...

A good demo not only allows you to show off your product's features, it can also help you disqualify leads who may not be a good fit. Tune in to hear Duane share tactical tips that you can apply on your next demo, especially the three things that you need to do critically well each time. HIGHLIGHTS In this episode, we discuss the following: 01:00 When to show the built-out account 02:00 When follo...

There's no getting around it: the success of rolling out a channel partnership ultimately depends on how much it benefits your clients. But how do you ensure a good fit? Tune in to this episode to learn Duane's approach for rolling out a channel partnership, and why it makes sense to know what your client needs before building your own version of the field of dreams. HIGHLIGHTS In this episode, we...