What you'll learn
Leads acquisition
Pitching during your first business date
Converting your prospect & closing
Increase your impact during the first weeks & maximize your chances to grow your account
Requirements
Ideally, a preliminary SaaS experience or some kind of exposure to the licencing model
Having a SaaS product, ie. under a licencing model
Description
Selling As A Service (SaaS) is a digital training module allowing learners to understand the specifics of selling a SaaS.In a context of accelerated post-COVID digitization, we are witnessing the emergence of a new kind of funnel. The famous 4 stages of awareness / qualification / demonstration / closing are over, here is a new sales model where human interaction with a salesperson begins later, sometimes when the customer is onboarded (selfcare).Welcome to selling in SaaS mode. It is a way of selling that takes into account the fact that the customer sometimes knows more than us about our offer, where we must therefore provide him with added value elsewhere than in the explanation of the characteristics of our service or product. This is a sale where financial equilibrium will take place long after you have closed your sale.In this world, we observe an increased demand from customers during the first contact with the offer: to have the visibility of the price instantly, to be able to access the opinions of other customers and to benefit from a 5 * online service. These expectations, stemming from BtoC, are now commonplace in business-to-business sales. How to deliver this promise online? How to optimize your lead acquisition channels? What skills do you need to develop?It is these questions and more generally this transformation that we propose to understand during this training.
Overview
Section 1: Introduction
Lecture 1 Introduction module 1 - Leads, leads, leads!
Section 2: Part 1 - Inbounds
Lecture 2 The prerequesistes of an Inbound strategy
Lecture 3 Categories of inbound leads
Lecture 4 Advised Inbound - a specific case
Lecture 5 Intro: inbound leads, how to follow through?
Lecture 6 Methods to follow up on an inbound lead
Section 3: Outbounds
Lecture 7 Introduction
Lecture 8 The 3 outbound approaches
Lecture 9 The 3 outbound approaches - multiple vertical
Lecture 10 The 3 outbound approaches - bottom up
Section 4: One more thing
AE, AM, SDR and by extension their Cs suite (CCO, CSO and CRO),Students in business schools


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