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Introduction

20 SaaS sales cheat codes I wish I knew when I started 13 years ago: 1. Buyers spend more $$ to relieve pain than to achieve gain. Stop obsessing about benefits. Start obsessing about problems. 2. The biggest opportunity your competition is probably not leveraging is deep multi-threading. Swarm your deals. 3. The demo your product team teaches you never works. They mean well, but they are too interested in making customers aware of every feature. Only show the features that solve problems. Leave off the rest. 4. One of the best sales hacks is responding fast. Responding fast to inbound lead. Responding fast to emails. Buyers mirror your speed. 5. Personalization will help you book more outbound meetings. But there are diminishing returns. Adding way too much personalization creates a lot of work and doesn't add to conversion. 6. Offering an 'end of month' discount only ever works if your buyer has total control over pulling the trigger. If they have to get approval from others, go through legal, procurement, etc. it's not going to move the needle. 8. Spend more time getting new influencers up to speed on past conversations you've had with their colleagues. 9. A great question will always have more power than a great statement. 10. People don't buy because of ROI. ROI doesn't create demand. It justifies demand. 11. Perfect sales technique will not close the deal if you're talking to the wrong person. I still remember the best discovery call I've ever run. I didn't close the deal. Wrong person. 12. Social selling isn't better than cold email. Cold email isn't better than cold calling. These channels work together. Leverage them as 'land, sea, and air.' Stop thinking binary. 13. If you can describe your buyer's problem better than they can describe it, their lightbulbs will turn on. It's beautiful. Buyers favor the seller that can best articulate their problems. 14. Get to know your market like the back of your hand. If you know your buyers so well that you can peer into their soul, you'll win. 15. Buyers never reveal the real problem after the 1st or 2nd question. Uncovering the 'need behind the need' is the closest thing to a magic bullet in sales. 16. Executives want to know you've done your homework. If you show up to a sales call with a C-SUITE exec and ask a generic question, you'll lose them. 17. Never negotiate price until it's the last issue. If agreeing on price doesn't close the deal, it's too early to negotiate. 18. Every time you demo a feature, preface it with the problem it solves. You'll double your demo success with this change. 19. Stop blaming buyers for falling short. If they said they were going to sign last month, and they didn't, your fault. Not theirs. 20. The best demos are more about the customer than they are about the product. P.S. If you're a SaaS seller and want to reach the next level of your financial success without burnout, give these 30 deal-closing strategies a try: https://lnkd.in/gZcrmSWE | 50 comments on LinkedIn

"Hoe kiezen klanten een agency?" Thomas vroeg me om samen met hem een presentatie te geven voor een groep van agency owners over het beslissingsproces bij klanten. Het event werd gracieus gehost door Peter van Teamleader (vraag hem naar zijn link met Tina Turner!). De slides van deze presentatie deel ik hier ook: | 25 comments on LinkedIn

A tool that connects everyday work into one space. It gives you and your teams AI tools—search, writing, note-taking—inside an all-in-one, flexible workspace.

20% of what you do gives you 80% of the results. ChatGPT helps me figure it out: This prompt is from rubenhassid.ai : "Act like an expert strategist and business consultant. You have been helping businesses achieve their goals through efficient strategies for over 20 years. Objective Help me understand my goal, outline all possible ways to achieve it, and identify the most effective 20% of actions that will yield 80% of the results. 1. Understanding the Goal   - Begin by clearly identifying and summarizing my goal in detail.   - Explain the significance of the goal in the context of my overall objectives or business strategy. My goal: [YOUR GOAL] 2. Strategy Development   - Outline a comprehensive list of all potential strategies, methods, and steps to achieve the stated goal.   - Include various approaches, tools, resources, and techniques that can be utilized.   - Discuss the pros and cons of each method to provide a complete picture of all available options. 3. 20/80 Focus   - Analyze the list of strategies and identify the top 20% that are most likely to yield 80% of the desired results.   - Provide detailed reasoning for why these specific strategies are the most effective.   - Offer actionable steps, tips, and best practices for implementing these key strategies efficiently. Take a deep breath and work on this problem step-by-step." ____ This is one of my 55 prompts from my library. 3,379 people have access to it. Download it here → rubenhassid.ai ♻️ Repost this image if you learned something. | 226 comments on LinkedIn

Sales Pro Tip: Simply accumulating a list of leads doesn't make you excel in sales. Who you’re learning from makes a huge difference. And if you want to get thousands of leads, you’re going to need to follow the top Sales experts on LinkedIn. The good part? All this education is FREE. I am sharing a list of 29 Sales experts (compiled by Salesforce), some of whom have shared gems that have helped me scale my company to millions of dollars in rev. You can find the more detailed list here: https://lnkd.in/dKy_BqbT If you have a folk account, you can analyze + extract data from this list by duplicating it. | 27 comments on LinkedIn

How to automate a gate door without remote capabilities using a smart relay and integrate it into HomeKit via Home Assistant.

Here is how I learned to unlock chatGPT for AE and Sales Managers in less than 5 minutes. I'm more and more amazed how chatGPT helps boost my day2day productivity. Since July 2022, I have archived over 2,300+ relevant posts from inspiring content creators on 3 main areas. 1️⃣ Go To Market. 2️⃣ Copywriting. 3️⃣ ChatGPT. Why those 3? 👉 GTM because it is my profession. 👉 Copywriting to improve my LinkedIn game. 👉 ChatGPT to become more productive in GTM and Copywriting. After almost 2 years of collecting these posts I started to think how I could leverage all this collective wisdom and how I could share this with my followers in a consumable format. And now all those 3 elements came together in a customGPT agent. I invite any SDR, AE, First Line Manager, VP or CRO to try it out. Let me start by sharing some good prompting myself. Here are 15 great Sales prompts by amazing content creators that can bring you back in the chatGPT game. Let chatGPT be your Sales coach and Sales Assistant. 𝗜𝗻 𝗮𝗹𝗹 𝗸𝗶𝗻𝗱 𝗼𝗳 𝘀𝗮𝗹𝗲𝘀 𝘁𝗼𝗽𝗶𝗰𝘀: ✔️ Prospecting. ✔️ GTM Strategies. ✔️ ICP / Buyer Personas. ✔️And way more sales topics 𝗣𝗿𝗼𝗺𝗽𝘁 𝟭: "Act like an experienced VP of Sales for a B2B tech startup in Europe. I want to educate my team of First Line Managers (SDR manager, AE manager, AM manager) and my team of IC's (SDRs, AEs, and AMs) on the productivity gains from chatGPT prompts in sales. Can you generate an extensive list per role on the top 5 prompts per role that truly drives productivity and efficiency for their day2day." 𝗣𝗿𝗼𝗺𝗽𝘁 𝟮: "Ok, these prompts are somewhat generic. Can you generate an overview of the best sales and GTM chatGPT prompts based on top notch content creators like you among others referred to in your previous outcome. Please return in a table with the following structure - column A first exact sentence of that LinkedIn post - column B the exact prompt mentioned in that post - column C the use-case of the prompt - column D a suggestion where the prompt might be useful - column E the notion link - column F the LinkedIn link - column G the month and year when the post is published - column H the name of the content creator" Obviously it needs some additional prompting to get it good... But what if the output creates instantly an overview of 15 top-notch LinkedIn posts on the chatGPT matter... And what if it directly links to a Notion database that explain in a checklist step-by-step guide how you can apply the advice from the LinkedIn post for yourself or your team? Try it out yourself ⬇️ 𝘗𝘚. 𝘊𝘰𝘮𝘮𝘦𝘯𝘵 "𝙘𝙝𝙖𝙩𝙂𝙋𝙏-𝙥𝙧𝙤𝙢𝙥𝙩𝙨" 𝘢𝘯𝘥 𝘐 𝘸𝘪𝘭𝘭 𝘴𝘩𝘢𝘳𝘦 𝘵𝘩𝘦 𝘭𝘪𝘯𝘬𝘴 𝘰𝘯 𝘩𝘰𝘸 𝘵𝘰 𝘶𝘴𝘦 𝘣𝘰𝘵𝘩 𝘵𝘩𝘦 𝘕𝘰𝘵𝘪𝘰𝘯 𝘓𝘪𝘣𝘳𝘢𝘳𝘺 𝘢𝘯𝘥 𝘵𝘩𝘦 𝘤𝘶𝘴𝘵𝘰𝘮𝘎𝘗𝘛 𝘬𝘯𝘰𝘸𝘭𝘦𝘥𝘨𝘦 𝘱𝘳𝘰𝘮𝘱𝘵𝘦𝘳 𝘧𝘰𝘳 𝘺𝘰𝘶𝘳𝘴𝘦𝘭𝘧 𝘰𝘧 𝘺𝘰𝘶𝘳 𝘵𝘦𝘢𝘮𝘴. | 67 comments on LinkedIn

Is SaaS Coming to an End? The real question isn't about the end of SaaS, but rather about its evolution. SaaS is maturing rapidly, transforming the landscape of recurring revenue. This maturity demands a robust process-centric approach, rather than solely relying on tools like AI. Here’s why process is more important than AI: 1️⃣ The State of the Industry: SaaS and recurring revenue are advancing, not dying. As these businesses mature, the processes behind them must mature too. Companies excelling in SaaS have embraced methodologies. These methodologies ensure efficient, high-quality output and are crucial for sustaining growth. 2️⃣ The Factory Mindset: For SaaS companies surpassing $10 million in revenue, adopting a factory mindset is essential. This means viewing your go-to-market (GTM) motions as production lines, each with its own metrics and performance data. Efficiency, quality, and production capacity are key elements that must be managed diligently. 3️⃣ Process Over Tools: While AI and automation are transforming industries, the foundation remains the same: a solid process. Without a well-defined process, even the best tools can lead to poor execution. AI can accelerate both good and bad processes, making it crucial to first establish effective, repeatable processes. The future of SaaS lies in a balanced approach where process and technology coexist. Let's learn from history and ensure we place process before tools. #SaaS #RevenueGrowth #ProcessImprovement #CustomerCentric #AIInSales

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SO many companies get this wrong. ❌ What's the difference between Lifecycle and Lead Status? Lifecycle Stage should mark where your contacts are in the customer journey. Lead Status should mark where your contacts are in relationship to sales outreach. I've worked with lots of companies that tangle all this together. There's no way to easily see where contacts are in the journey, let alone create accurate reports. Make sure your Lifecycle Stages and Lead Statuses have 0 overlap. Common mistakes: - Disqualified is not a Lifecycle Stage - Nurture is not a Lead Status (or at least shouldn't be) - MQL, SQL, [Insert Acronym Here] is not a Lead Status Anything missing from this diagram? What would you add or subtract? | 106 comments on LinkedIn

I just ran a thorough feedback cycle for the managers (leads) in my team. This is what it looked like. Motivation: It’s hard to get feedback as a manager, the hope was that people wou…

As a Director of Engineering, I have monthly 1:1s with all of my direct reports. A 1:1 (one-on-one) is a recurring meeting with no set agenda between a manager and one of their reports. The internet is full of valuable insight into how to run them from my perspective, (ex. The Update, The Vent, and The Disaster) but somewhat more limited in advice on how to make the most of them if you’re on the other side of the table.