Sup sales savages!
I've been in sales for a little over 10 years. I've recently moved from product sales to SaaS, which I'm sure as some of you know is a completely different animal. I am the only sales person (small company) so I do not have an internal mentor. I've been fairly successful just applying my old sales techniques but I still feel rusty on some things like closing large SaaS deals - I am not used to the long sales process.
I feel like I struggle to close because I don't have a lot of high level technical knowledge on software and tech, I would say I have more knowledge than our average prospect. I know I don't necessarily need to know everything and I do have access to our Engineering team at times (I don't like throwing off my sales call flow to check a detail and call back or whatever). Compared to products sales where it's pretty cut and dry and the value is easier to establish with a prospect and you have a higher velocity of sales. I feel like I could be doing better if I looked into some coaching for SaaS. Maybe it's just my confidence in knowing what I talk about? Is this a mental block?
Anyway, I wanted to see what others here think are the best general sales coaching and closing educational resources specifically geared towards SaaS (Cyber Security and Compliance if it matters).
I've found John Barrows - I like his style of being very upfront and real with people. I have a subscription to Udemy but I feel like their content is flooded with junk. I can't determine what actually has value from some fake asshole with aviators trying to educate me how to write a shitty script. Maybe I'm looking in the wrong places? I've also looked at some MasterClass courses but figured this place would be a great resources to hear from real people that have actually used some of these before. It's funny, as a sales person I hate being sold to.
Tl;dr - Need some good coaching resources on selling and closing specifically in SaaS. I have no problem paying if it's worth it.
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