11. Awareness Education Selection
COMMITSQLMQLPEOSPECT LIVE
Setup Use
MRR LTV
Grow
V I
Provocative The SaaS Selling Method
$
YES!!!!
Impact
achieved
OMG!Why
did I not
know this
SaaS has caused a new selling/GTM methodology
AHA!
There are
solutions
WOW! One
of the best
solution
ARGH! I
have a
problem
WORKS!
As promised
12. Awareness Education Selection
COMMITOPPORTUNITYLEADCONTACT LIVE
Setup Use
MRR LTV
Grow
V I
$
30/90 days9/18 months
The SaaS Selling Method
SaaS Has Shifted Sales Cycles
YES!!!!
Impact
achieved
OMG!Why
did I not
know this
AHA!
There are
solutions
WOW! One
of the best
solution
ARGH! I
have a
problem
WORKS!
As promised
14. Awareness Education Selection
COMMITOPPORTUNITYLEADCONTACT LIVE
Setup Use
MRR LTV
Grow
V I
$
Diagnos
e NOT
Pitch
3
Grow
NOT
Upsell
71
Pain
NOT
Fit
Trade
NOT
Negotiate
4
Conversation
NOT
Qualification
2
Results
NOT
Usage
6
Orchestrat
e NOT
Onboard
5
There are a Few Moments That Matter
15. TIME
ENGAGEMENT
Summarize to
ensure you got
it right!
IMPACT
CRITICAL
EVENT
DECISION
PROCESS
SITUATIONAL
questions
PAIN
questions
+2 min +5 min -5 min End
OPEN
PREPARE
ACE
AGENDA
WAGON CLOSE
STORY
EMPATHIZE
SUMMARIZE
S
S
I
CE D
P
t=0
Example: HowTo Perform a Best In Class Diagnose
16. Shorten the sales cycle
i viviii
ii
DEMODIAGNOSE
viConnect
the
wagons
ACE WAGON
Example: HowTo Perform a Best In Class Diagnose