Sassy Selling for SaaS Sellers with Bill Wilson #283

Bill Wilson is the Co-Founder and CEO of SalesRight, a B2B SaaS company that provides sales teams with intelligent and interactive pricing guides that instantly boost opportunity to close rates. Bill started as an entrepreneur as an iPhone app builder (photographers, newspapers,health apps, etc..). In this episode we give SaaS sellers advice on nurturing clients for life.

Why SaaS

There are many good reasons for sales professionals should consider becoming a SaaS seller:

- market $70B and growing
- easy to add value incrementally and iteratively
- quicker product tomorrow, not someday
- B2C experience, makes a B2B sales more comfortable for buyers
- no big upfront fee for buyers

Bill believes that a sales person’s job isn’t to sell. it’s to give customers value. We should all aspire to attract the best customer you can get for your company. Not just anybody.

Common SaaS Process

First a prospect calls an SDR/BDR, they then are referred to another Inside sales person. That rep gives them a demo at which time the process breaks. When SaaS sellers are asked questions beyond the original demo, it is difficult to get answers. There are ALWAYS more questions!

1. People want choice. Trust matters, so open up on your pricing. Be transparent.
2. Don’t have a heavy proposal process. Make them lighter.
3. Have the courage to say no. Don’t make it hard on your customer success department.
4. Compensation – good people need a strong base given people pay monthly esp. at start. Commissions 1.5 of base.
5. Good follow-ups are the foundation of keeping prospects top of mind.
6. BONUS: Ask for the close (and if they’re not ready figure out why).