Transitioning from founder-led to sales-led.....o boy! 😨 Typically the first months or years are dissapointing. Which is weird as the hires should be better at the sales craft🤔 Is it because the founder is supergood at sales? Properly following up his/her leads? Nope! The founder spent months/years defining the position of the company. They talk to customers about: 🌍 The market, for which companies the product was established 🧭 There are not so many features yet so they leave features mostly out of the talks and simply have a conversation if the product is right for the customer. 🧑🎓 They typically don't have sales skills to fall back on, they help customers buy something that is right for them🤝 One big contributing factor in the slow transition from founder-led to sales led is the fact that this part around market knowledge, position within that market, and the nature of a true Ideal Customer, is not properly handed over. So sales starts selling based on what they can master and have access to such as what the product does, have conversations based on sales techniques and present features as the main ingredient for a best outcome. Unfortunately that usually ends up confusion a prospect that would then make a safe bet and go for the bigger brand. This is why we are hosting a SaaS Masters Class on the 22nd of January at Van der Valk Utrecht to teach the craft of building your brand and selling through ICP and positioning which makes your company much more scalable and ensures a smoother transition from founder-led to sales-led! 📈 We have only 4 spots left! So be quick!! 😁 Sign up here: https://lu.ma/xe4ykg7v
Wolter Rebergen’s Post
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💡Sales commission structure in the SaaS industry has significantly evolved over the past few years. More companies are adopting innovative commission structures to increase sales performance and productivity. Since sales reps in this industry earn competitive commission rates compared to other industries, it's evident that they should be kept motivated and focused to safeguard sales revenue. 🚀 That's why we have created a complete guide that will walk you through the steps to create and launch successful sales commission plans for your SaaS products. Learn more: https://lnkd.in/guqvyCsP
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B2B BDE | Driving Revenue Growth in the US Market | 3+ Years Outbound Sales Experience | HubSpot, Zoho CRM, LinkedIn Sales Navigator.
Selling SaaS? Stop justifying the price to start proving the value. As sales reps, we're often not taught how to confidently justify pricing and it’s easy to see why. Discussing price can induce nervousness, but it doesn’t have to. When you reach the pricing stage, keep selling using this simple formula: What - How - Why - Proof Let’s say you’re selling a SaaS product for $100/month. The conversation shouldn’t just focus on ROI; instead, tie the price to tangible results: Feature - Benefit - Problem What results is your prospect getting for that price? What problems are you solving for them? This makes the price seem smaller not only to the prospect but to you as well. For example, if a $1,000 investment can drive $10,000 in results for your prospect, it no longer feels expensive to either party. So, justify your SaaS product pricing with: • Results • Returns • Problems solved This is how you shift the conversation from price to value. #B2BSaaSsales #salesmanager #saleswithanureet
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SaaS Company? I’ll rewrite your vague landing page into a clear, conversion-focused page in 7 business days.
It feels like everyone has an opinion about what SaaS positioning is. This is what it’s NOT 👇 ❌ It’s not a stupid sales deck. ❌ It’s not an endless brainstorming meeting. ❌ It’s not a list of 100 personas. ❌ It’s not “competitor research.” ❌ It’s not creating a “category” that no one knows about. ❌ It’s not coming up with USPs that you don’t have. THIS is what SaaS positioning is: ✅ It’s 1-3 buyer personas only. ✅ It’s what makes you different. ✅ It’s about what you’ll do to be perceived that way. If you’re the only one that can see your “new positioning,” then you’re not doing it right. What else would you add here? Let me know in the comments. 👇
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If you have a pricing model that includes a free trial or freemium subscription, identifying your product-qualified leads could help you prioritize sales efforts, assess the success of your onboarding journey, and convert more customers. Learn more about PQLs in our refreshed guide: https://loom.ly/LZlaaRQ
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Win-Loss Intelligence at Scale → Drastically Improve Your Messaging, Positioning, and More | Get Real Buyer Feedback Across More of Your Pipeline
90% of sales decks make this mistake: By diving straight into your features or a demo, you're actually making it HARDER for your prospect to understand how you're different. (And ultimately purchase your product.) Consider this approach instead: 1. Share your market insight. 2. Illustrate the various ways to solve the problem. 3. Highlight how your POV sets you apart. 4. Then, showcase your *differentiated* features. (This scene-setting won't happen if you jump right into features or a demo) Remember, it’s about context and features, not just features and more features. ----------- P.S. I help B2B SaaS companies in mature markets uncover their unique value and confidently address their competitors through competitive intelligence—not guesswork. Send me a DM with the word "Winning" to learn more.
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To grow your business, you need to implement standardised processes. To sell more, you need a sales process, respectively. You may think the best way to increase sales is to hire more people. In my opinion, it rarely makes sense unless: 1. you have a high-quality underlying sales process 2. you have good sales management in-place 3. you have made your strategic choices - Specialization and Ideal Customer Profile and prepare Unique Value Proposition. Or else, you will invest in doing more of things that do not work well. Competitors with better processes will win you hands down. Here is another short excerpt from my webinar at SaaS Innovation Hub. Sign-up to watch a full recording on SaaS Innovation Hub website (link in comments).
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CEO at Heydigital.co - Leading SaaS Performance Marketing & Creative Agency 📈 │ Co-Owner at Postdrips.com - AI-Powered LinkedIn Content Writing Tool 🤖
$0-$1M ARR in just 16 weeks 🤯 Here's how this SaaS did it and what they did differently from everyone else: → Started selling to over 300+ prospects even before the product was ready ↳ Yes, they redirected them to a waitlist → Gave away the product for FREE ↳ Rather than going “free trial” they went perpetual free plan → Lowering the price ($500 - $99) after hitting momentum ↳ Marketers usually increase their price once customers start coming in but they decided to do the opposite → Saying NO to enterprises ↳ It’s a SaaS wet dream to get inbound enterprise clients. Yet they said “We’re not open” Have they gone CRAZY?! The product in question is RB2B andddd I’ve convinced Adam Robinson, the man behind this craziness to have a chat with me. Tomorrow 10 AM EST Will you be there?! P.s If you want to be there on the zoom call with us let me know, I'll send you an invite.
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Unblock the funnel. This is the top priority for PMMs in B2B SaaS. Getting visitors to meetings and conversion quickly is the name of the game. This often means dissecting the buying journey and implementing (sometimes unpopular) solutions. The most unpopular solution that I've encountered in my career? Transparent pricing. It's typically your sales leader who wants to hide it (maybe other stakeholders if you're super early stage and still figuring out your pricing dimension), but it almost always kills your top-of-funnel if you do. If you're a PMM who can navigate this never-ending conversation and come up with a solution that works for everyone (including the buyer), you'll be worth your weight in gold.
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Remarkable SaaS scaleups don't compete—they win by taking position. Curious? See what CEOs say, read my book, or get my “Daily Espresso with Ton”👇 | Founder, Value Inspiration
What average Sales-led SaaS companies do: - Define a BIG market. - Create a landing page with a lead magnet. - Make an appointment with every single person who downloads something. - Demo your product in that first meeting. - Push for the deal by giving DISCOUNT. What the Remarkable ones do: - Get clear on what makes your SaaS stand out. - Identify who's prepared to pay a PREMIUM for that. - Write content that resonates with exactly those people. - Treat your first call as an audition for the prospect. - Qualify strictly - so the right ones start selling to you. Friendly reminder: Focus on who you can exceed expectations for - and the right prospects will do anything to get it.
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Founder @Agentgrow | 3x Head of Sales
2moTransitioning from founder-led to sales-led can be tough, but sharing market knowledge and positioning with your sales team is key. Your SaaS Masters Class sounds like a great opportunity to master this skill. It's exciting to see such focused steps towards a smoother transition! Only 4 spots left means it’s popular—good luck!