In his presentation at SaaSFest 2017, Steli Efti discusses the importance of building learning loops in your sales process by asking your prospects why they engaged with you.
13. Eliminate
Complexity
- Reactive sales workflows: prospect/qualify/close
same day
- Aggressive discounting: covers weaknesses / can’t
forecast
- Closing bad deals: poor qualifying process/ seeding
churn
14. Time is Money
Keep shortening the time to close,
increasing sales velocity/efficiency.
15. Shorten the sales
cycle
- Waste less time/attention: shorter calls/meetings/demos
- Power of now: make decisions, take action, schedule next
steps
- Map out buying process: know all steps, run them in parallel
17. 1: Design a simple funnel
2: Improve the top of funnel first
3: Create learning loops
4: Eliminate complexity
5: Shorten the sales cycle
5 Ways to optimize your SaaS Sales Machine: