The SaaS Sales Method: Sales As a Science

by Jacco van der Kooij, Fernando Pizarro, Dominique Levin

In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each. By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process. While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.

Genres: Business, Management

135 pages, Kindle Edition

Published October 15, 2018

Reviews

[Denis Vasilev · Rating 4 out of 5]

Книга описывающая основы метода SAAS Sales - Sales as a Science. Помимо самого метода есть неплохие экскурсы в общую теорию развития методов продаж. Книга конечно не на все времена, но на данный момент очень хороша

[Claudio · Rating 5 out of 5]

Highly recommended, as all of the other books from Jacco van der Kooij.
Always practical and actionable.

[Lauren · Rating 2 out of 5]

Jargon-y and grammatical errors that needed a copyeditor.

[Jacek Bartczak · Rating 4 out of 5]

If you have ever read a business book it is very likely that you said: "it was good but could be 3 times shorter - without all those stories and repetitions". Now you have the example. And the solid one - a good summary of good practices in sales. A lot of graphs and practical frameworks. Useful also for nonSaaS businesses. If you want to structure your sales and make it more processed and repeatable - it is a good start. Not such good like "From impossible to inevitable" or "The sales acceleration formula" but more concise

[Kolleen Martin · Rating 5 out of 5]

Great book into how selling a SaaS solution should be structured and the importance of a sales process and continuous improvement. It walks through how to view the relationship of a customer and the impact that each member within an organization can have throughout their lifetime. Not just for sales people! This is important for implementors, customer success managers, and everyone that engages with the customers.

[Gints · Rating 4 out of 5]

A big YES to self-published specialized pro books. This is a goldmine of interesting concepts that include the practical perspective. Unfortunately it is very focused on SaaS or other recurring revenue business models, but with a little bit of creativity it is possible to adapt this to other areas too.

[Remus Pop · Rating 4 out of 5]

I've been checking out multiple books on sales frameworks for the last few years but this one is by far the clearest, most informative and "no fluffy unnecessary stuff" book I've come across. It reads very fast, although the real work starts when you get at the end of it: putting this succinct theory into practice.

[Norris Wise · Rating 5 out of 5]

This was absolutely an amazing read

I’m not much of a reviewer (at all. This is literally my first time). This book really is an eye opener into a new world of developing & improving sales techniques.

[Nopadol Rompho · Rating 4 out of 5]

If you are doing SaaS (Software as a Service) business, I think that this book provides useful sales techniques for you. However it might be too technical for some people as it uses some technical terms.

[C.T. Frankcom · Rating 5 out of 5]

excellent book for sales leaders

A fantastic book offering sales leaders of all levels a solid introduction and then further details on building out a sales function. I really enjoyed reading it.

[Jesse Ofner · Rating 5 out of 5]

sellers of SaaS should get this book

Simple east read that will impact your G2M or at a minimum give you confidence your on the right path.

Besides the book itself the resources pulled from offer nice supplemental reading and review opportunities.

Love it!

Cheers

Jesse Ofner

[Avery Durrant · Rating 5 out of 5]

The best sales book that money can buy. Jacco shares a science based approach to setting up a sales organization. I've used this internally at my company, and we've already been seeing great results. I'll be picking up all of Jaccos' other books to continue my learnings.

[Andrew Hill · Rating 5 out of 5]

simple. actionable. No fluff. read it in about 2 hours

This book is simple. actionable. No fluff. I read it in about 2 hours. Send easy to put into practice. I’ll come man to this often.

[Teresa · Rating 5 out of 5]

I obtained this book through a CXO SaaS Masterclass and found it very insightful. Thoroughly recommend for start up leaders or individual contributors looking to make an impact.

[Peter Nielsen · Rating 4 out of 5]

For someone who has never worked with SaaS and is entering the industry, this book provided some pretty good value and understanding of fundamentals and how the SaaS sales funnel look like.

[János Keresztes · Rating 5 out of 5]

impressive

Impactful, thought provoking, good to read. Note, I didn’t really have expectations. In this context this was simply great, and recommend to read.

[Lotte · Rating 3 out of 5]

Great insights and interesting ideas.
Could use some going over to standardize writing and remove spelling/grammar mistakes to make it more professional.

[Sunil Rajasekar · Rating 5 out of 5]

Practical, instantly applicable, great frameworks…two thumbs up.

[Tom Dixon · Rating 4 out of 5]

Read it in less than an hour
Short and sweet
Some great learnings in there - esp in customising roles more (I.e inbound and outbound sdr specialists)

[Lukasz]

recommendation: https://x.com/dannypostmaa/status/189...

[Pavel Annenkov · Rating 5 out of 5]

О ЧЕМ КНИГА:
Авторы утверждают и доказывают, что подходы в В2В продажах сильно изменились за последнее десятилетие. Они предлагают нам эффективную систему продаж, которая намного лучше работает в новой реальности. В книге разбираются все основные этапы продаж и даются инструменты, как настраивать и управлять каждым из них. Очень практично. Сразу начал применять в своей компании.

КАКАЯ БЫЛА ЦЕЛЬ ЧТЕНИЯ:
Получить новый фреймворк для В2В продаж в моей компании.

ГЛАВНЫЕ ВЫВОДЫ:
- Когда не выполняется план продаж, то мы обвиняем продавцов и начинаем искать новых, а надо разбираться в системе продаж и её менять.

- Вместо вопроса "Где взять звездных продавцов?", надо задавать вопрос "Что надо поменять в нашей системе продаж, чтобы практически каждый мог выполнять план продаж?"

- Сейчас главное в обучении продавцов - это регулярная внутренняя подележка опытом, разбор успешных сделок и работающих подходов, а также коучинг со стороны руководителя.

- Теперь для управления процессом продаж нужен не один руководитель, а несколько, каждый из которых специализируется на определенном этапе продаж.

- Четыре элемента, отличающие современную систему продаж:
1. Процессы устроены так, что позволяют внедрять быстрые изменения и улучшения. Поэтому каждый этап продаж должен быть детально описан и автоматизирован.
2. Все решения принимаются только на основе цифр. Поэтому должна быть настроена аналитика всех важных данных.
3. Быстро масштабируемый отдел продаж. Важна командная работа, а не индивидуальные успехи. Когда ��тдел продаж не зависит от звезд, то его легко можно масштабировать.
4. Есть методология оценки и управления всеми процессами продаж.

- Есть всего три типа метрик воронки
1. Количество лидов
2. Конверсия
3. Время
Надо работать над всеми тремя и постоянно их улучшать. Большая ошибка концентрироваться только на одной или двух.

ЧТО Я БУДУ ПРИМЕНЯТЬ:
- Введу должность человека, который отвечает за создание контента для продавцов, который они передают клиентам, а также регулярно учит их продуктам и новинкам.

- Каждый месяц будем выбирать один из ключевых KPI, анализировать и разбирать его со всех сторон и выстраивать систему его улучшения. Один месяц - один KPI.

ЕЩЕ НА ЭТУ ТЕМУ:
Федосеев А. В., Карабанов Б. М. «Атака на результат» это из русских книг

[Diogo Silva · Rating 4 out of 5]

Good reading to get educated in the topic !