How to Sell SaaS: In difficult and highly competitive markets
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How to Sell SaaS: In difficult and highly competitive markets
NOTE: THIS IS A NEW UPDATED 2017 VERSION OF THIS BOOK.
I DON'T WANT TO MAKE YOU HAPPY...I WANT TO MAKE YOU RICH!
When I was thinking about writing a book about selling SaaS, what held me back for sometime, was the fact that I did not want to write “another†book that would look like a step-by-step manual to conquer Sales. There are literally thousands of books about sales methodologies, sales processes, step-by-step charts, that can do that job.
I felt it should be something different because, actually, selling SaaS is a different way to sell software solutions. Neither I wanted to spend pages in explaining, the technical infrastructure that supports the delivery of SaaS, as there are also the same number of books or even a larger number covering the topic.
I wanted to reach to the very sales fiber in every sales executive to trigger an interest in understanding that a change in their traditional sales concepts was not only necessary but critical to successfully tackle SaaS Sales, but at the same time, to become aware that this change wasn’t about re-shaping their ideas, their sales processes or their sales methodologies. It involved a complete transformation of their very own professional style that would impact their way they are perceived by customers and colleagues.
That’s why I came up with the idea of dividing this book into two main parts, being one of them exclusively focused on the sales executives professional transformation to be successful in today’s Information Technology Sales activity. That’s how the IRREVERENT SALES concept came up in this book.
Readers will find on the first part of this book a definition of the concept I called IRREVERENT SALES, a very simple approach to a self-transformation that will make Sales Executives re-invent their professional profile redefining their relationships vis-a-vis their customers, their managers, their colleagues which will set them apart as leaders and visionaries.
On the second part of the book, readers will find an introduction to the SAAS SALES TRANSFORMATION PROCESS. This framework is a made up of two cycles:
•A Discovery Cycle in which you explore the presence or absence of critical components (Needs, Improvements, etc) relevant to your SaaS solution.
•A Transformation Cycle in which you would used all relevant components found in each Discovery cycle, to transform your clients DATA into INFORMATION and use that INFORMATION to create the KNOWLEDGE required to build the VISION that you will use to trigger a Call-To-Action, which will conclude in the successful sale of your SaaS solution.
This book will make you leap forward from the traditional “old school†of Sales into a different “school of thought†where IRREVERENT SALES and SaaS Sales Transformation will empower you to obtain massive results when selling SaaS.
