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Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. This book distills the authors' years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans.
- Sales Rank: #148053 in Books
- Published on: 2015
- Binding: Hardcover
- 138 pages
Most helpful customer reviews
0 of 0 people found the following review helpful.
Self promotor? Detractor!
By Casper Haspels
Hastily made up leaflet on SaaS selling by authors who have quite some experience and certainly can do a better job. Stick to predictable revenue or other in depth books on SaaS sales.
5 of 5 people found the following review helpful.
Outstanding resource for sales planning in a SaaS business
By Tom
The pace and pressure to grow quickly in a SaaS environment makes it difficult to put the appropriate foundations in place to have a sales organization that is ready to scale. This book provided me with great frameworks that will save me a lot of time in creating growth plans for my sales team. The content covers a breadth of topics starting from mapping the customer journey all the way through some insight into setting up a sales operations function.
I look forward to using several of the blueprints directly with my team and colleagues in marketing. It would be great if their were digital templates to use so that we could move the drawings from the whiteboard to a sharable format more easily.
The price for a sales book was higher than I'm used to. That being said, I think the ROI on this purchase is a no brainer if you're in a SaaS business. All of the material is organized in a manner to get you the information you need in very little time. You'd pay a consultant a ton of money to get you this information. Lastly, it is a beautiful book, so I can imagine that the production costs are very high. This book can stay out on the table without my wife complaining that I left my work out again!
4 of 4 people found the following review helpful.
A must read for SaaS Executives
By David Bloom
If you are in the SaaS business and have not read this book, then you are leaving significant recurring revenue on the table.
Pros:
- First of all this book is visually stunning. This is a piece that stands out and will drive curiosity among any team member who sees it.
- This book operationalizes industry best practices for launching and scaling a SaaS sales team.
- I have not seen such a well "designed" approach in the industry. Each blueprint explains how the "as a Service" sales model works.
- To give you an idea of how detailed this is... it even contains a floor plan for a sales organization.
- Each chapter produces a number of opportunities to evaluate your organization against best in class and identify ways to improve.
- It is best suited for sales executives, sales ops, inside sales, and customer success. If you are one of them, grab your highlighter and start reading.
- Many use-cases, and no vendor promotions. Clearly the authors went out of their way to keep it academic. Bravo.
Cons:
- The book applies mostly to B2B, as a Service sales organization, and primarily SaaS.
- It contains a lot terminology. Thankfully they put the abbreviations in the front.
- This book is BIG and HEAVY, due to the detailed blueprints. It may sit well on your desk, but is not a book to take on an airplane.
Note:
- This book is pricey, but I have to say once you get it in the mail, you'll understand. This was clearly put together by people who are passionate about what they do.
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