Sep 10, 2020
Take everything you think you know
about sales
teams…
And get ready to throw it out the window.
I mean it.
Sales, as a concept, is still dragging a lot of dead weight from
old-school sales gurus chanting “ABC – Always Be
Closing!”
The SaaS business
model is being polluted by these old ideas that
just don’t work.
For decades, we’ve needed a fresh new take on sales training
strategies…
And I finally found that in Jacco van der
Kooij.
Jacco is the founder and co-CEO of Winning By Design, who provide
forward-thinking sales training for tech businesses.
I’ve read his books on SaaS sales strategies and loved them so
much… I bought extra copies so I could give them to some of my
clients to read.
Yeah, I’m an evangelist.
So when I had the chance to interview him for the Escape Velocity
Show, I knew I was in for a hell of a ride.
Jacco, loaded up on Red Bull, drops bombshells of epic sales
knowledge like effortless poetry.
He blew my mind multiple times in this episode which is why I’m
telling you… you’ve got to check out this interview!
This is more than just two SaaS-obsessed guys chatting
about business: It’s packed with sales lessons. Tune into this
episode and you’ll learn:
- How anyone can use good sales techniques
- Rational impact vs emotional impact
- The secret to selling B2B: help them pitch their
boss
- Arming your internal buyer
- Why B.A.N.T. is outdated and killing SaaS sales
- How to change a customer’s priority with IMPACT
- Don’t compete for commissions – Collaborate!
- How SaaS sales success is measured in backend revenue
- Why “the horse” doesn’t have the problem
Jacco can drink 14 cans of Red Bull in 4 hours (I’m not even
kidding).
…But that’s not why I’m impressed.
I’m impressed because here is a guy that truly GETS
what great
salesmanship for a B2B SaaS looks like, has distilled it
into digestible strategies, and is just ridiculously generous with
all his priceless knowledge.
Get your headphones and notepad ready because this is the kind of
interview you’ll be thinking about for weeks.
Ready? Kick it off here.
--
Dan Martell has advised more startups than his hometown
has people and teaches startup founders like you how to
scale. He previously created, raised venture funding
for and successfully exited two tech startups: Flowtown and
Clarity.fm. You should follow him on twitter @danmartell for tweets
that are actually awesome.
+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell