Selling Saas

Spoiler alert: yes, your sellers should have the ability to give discounts; this shortens the sales process, and allows them to tailor-fit your products based on the customer's specific problem. However, this can also quickly become a crutch that when abused becomes a detriment to your bottom line. Tune in to this episode to learn about empowering your sellers to unpack value through an effective...

The free trial and the demo are two of the most common lead generation methods in the SaaS world. While both allow you to show off your product's capabilities, it's helpful for sellers to know the best way to approach leads depending on which of the two methods were chosen. In this episode, Duane focuses on Free Trial Leads, and what sort of conversation a seller may need to make with them, especi...

You don't like clicking on ads yourself, so why are you expecting your customers to do it for you? Tune in to this episode to discover why the days of transactional, repetitive, and often annoying (i.e. traditional) ads are over, and why partnered channels are the way to go — assuming that you would rather warm up the market, build trust and foster long-term growth. HIGHLIGHTS: In this episode, we...

In the SaaS world, it is crucial to come up with a pricing scheme that makes sense for your customer’s specific use-case and budget. If they don’t need something, they probably won’t buy it. While pricing is still primarily the product manager’s responsibility, the experience and data that your sales reps acquire everyday can just be the game-changer that you’ve been waiting for. Tune-in to this e...

Sometimes, less is more. You can be showing off the most technically capable piece of software to a customer and still end up losing the deal. Listen to this episode and learn how to do a demo properly, and the few ways that you should avoid like the plague. HIGHLIGHTS: In this episode, we discuss the following: 01:21: A common but critical misstep that traditional sellers make 02:07: The two main...

In today's episode of the Sales Leader Network, we dive into it with Ben Rubin. Ben is the Revenue Director at Remotish, helping making HubSpot awesome for companies of all types and verticals. We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within. If you get value from this episode, be sure to subscribe and sha...

In today's episode of the Sales Leader Network, we dive into it with Mike Hook. Mike is the Vice President of Sales at ChildcareCRM, bringing ten plus years of experience, high energy, and proven results to rapidly evolving SaaS companies. We cover some wide-ranging topics including the learner’s mindset, self-awareness, role playing, mentors and role models, coaching and coachability. If you get...

In today's episode of the Sales Leader Network, we dive into it with Stefani Pady. As a John Maxwell Certified Coach, Teacher, and Speaker, Stefani specializes in aiding personal and professional growth through study and practical application of proven leadership methods, as well as personality assessment. We cover a whole host of topics including growth coaching, building a sales culture, work li...

In today's episode of the Sales Leader Network, we dive into it with Christopher Roche. Chris is the CEO of Catalyst Consulting. Through proven sales strategy and marketing implementation, his clients are able to create a sustainable and scalable automated sales pipeline derived from paid social advertising. We cover a wide range of topics including entrepreneurship, building relationships with cl...

In this episode of the sales leader network, we sit down with one of my old bosses! (now who has the guts to do that…) We dive into a wide range of topics, from Aerins 13 years working for CARD, Chico Area Recreation District (Which is a city municipality focused on sports for the youth) to how there's literally no onboarding or training for sales leadership, it's way too much of “learn as you go....

In today's episode of the Sales Leader Network, we dive into it with Cory Kirkland. - Cory is the SDR manager for Neon One, Has been in sales leadership for over 3 years, had a non-traditional path into leadership, and has a wonderful approach with how he manages a team. - We cover a wide range of topics but we dive deep into the mindset of the sales leader and how you work with a team that is jus...

Some of the topics we cover are: Not re-inventing every training all the time. And that it doesn't matter if you have all the best content and material, it's all about the follow up on the training or it's all forgotten. The discipline it takes to shut it off as a manager when it's time to go home without feeling guilty of not being enough for the team. Connecting with your team on an individual l...

In this episode of the Sales Leader Network, we get to chat with Max Tipton - Max is a first time VP of Sales and came from a long stretch of 7 years, going through all the ranks of a sales rep, before getting his shot as a sales leader. - We cover topics around not intimidating yourself around reaching out to people above you to get help and advice, to creating a place where the team can try new...

In today's episode of the Sales Leader Network, we get to hear from our host Duane Dufault. We will be diving into Duane’s perspective and feedback on some of the key points that came from Part 2 of the conversation we had with Mark Ackers. Picking your feedback based on what they need, and how that can change in a split second. Connecting to who they are so you can truly guide them through their...

In this episode of the sales leader network, we get to sit down with Mark Ackers and continue the conversation around how to be there for the team. Mark dives into how being connected to who they are as a person, instead of just the role, drives more buy in and collaboration from the whole team. We also get a glimpse into what makes Mark work so hard and how diving into your inner critic helps con...

In today's episode of the sales leader network, we get to hear from our host Duane Dufault and his perspective on some of the key takeaways from Part 1 of our conversation with Mark Ackers. Going from marketing to sales Battling the shameful complex we’ve all gone through when beginning out career in sales. Great companies do exist. And I'm talking about the ones that position the sales teams as t...

In today's episode of the Sales Leader Podcast, we begin our two part conversation with Mark Ackers from Allego. In this riveting chat, we get to hear how Mark got into sales, how he dealt with the shame that he felt of getting into sales, and how instead of just focusing on what people can improve on, he really strives to find what's truly great about his team's work. If sales leadership is somet...

In todays episode of the Sales Leader Network, we dive into it with Adrian Callaghan. A sales leader who has been in the game for over 20 years. We Cover a variety of topics from how your purpose for getting into sales leadership can't be about the money, how your calendar is not yours anymore and how you need to connect with the person instead of the role they play. If sales leadership is somethi...

In todays episode of the Sales leader Network, we do a solo episode with your host Duane Dufault, and we break down some of the key takeaways I had from my chat with Adrian Callaghan from ADP. Management can’t be for the money, because you WILL NOT make more in your first few years. Oftentimes, it's less. Getting to know the person behind the role. You need to connect with the sales rep on a perso...

In todays episode of the Sales Leader Network we break down what's it like going from one large org to another, but going from a contributor to the main person that decides on and executes on the sales strategy. As well as some of the learnings that has already happened since only being the role for five months and things we never thought we'd do as a sales manager, but we find ourselves leaning o...

In todays episode of the Sales Leader Network is with Brian Zeit, the Director of Sales for Kappus Company which is in the food and beverage industry. We cover a wide range of topics from using experience from previous careers to optimize his career as a sales leader, to leading by way of example, and all the way to helping Veterans find a life in sales. If sales leadership is something you'd like...

In this episode of the Sales Leader Network, we break down some of the key takeaways from the previous episode with Brian Zeit 1) Pulling from you experiences as sales rep as well as previous managers you loved and hated 2) Its not always about focusing on top line revenue 3) Leading by understanding before managing 4) and what it means to be centered as a human in order to be a leader If sales le...

In this episode of the Sales Leader network, I break down some of the key things I Took from my conversation with Carl Ferreira, but also add some of my own take to the topics. - Not being the smartest person in the room, and in fact, finding all the smartest people and putting them on your bus, and allowing them to drive the ship. - Its not about flying in and being their super hero or yours eith...