Latest posts by Florin Muresan (see all)
- template to DEMO Path - July 19, 2017
- good way to look at next goals and features for product dev - July 3, 2017
- Two Things Required to WIN in SaaS - July 3, 2017
For you to build your sales process, you need to identify a Core Customer profile to go after and prospect against.
Once you have that, here’s a sample email you can use to reach out cold and kick off the conversation.
Subject: quick request
Hey [first name],
I hope this email finds you well! I wanted to reach out because [explain how you got their contact information and how you relate to them: talked to a colleague, saw your company online, etc.].
[Name of company] has a new platform that will help (your team at) [organization name]. [One sentence pitch of benefits].
I know that [our product] will be able to help [name of your company] [insert high level benefit here].
Are you available for a quick call [time and date]?
That should at least get your foot in the door…
… then you continue diving deeper with the prospect around the following info using the B.A.N.T. framework:
- Budget: Is there a budget set aside?
- Authority: Who is involved in the decision?
- Need: Do they have a problem?
- Timeline: Is this a now or later thing?
Once you’ve got that, then you want to schedule a demo for them with one of your Account Execs or what I like to call my “Product Specialists” (nicer word for salesperson :).
That’s the outbound sales model.
Go out there, add value, connect, identify needs and try and schedule them with a product specialist for a demo.
During the webinar I’m going to go over what makes a KICK ASS demo.
One where the prospect pulls out their credit card on the spot to get signed up and deployed.
But before that, you’ve got to do some homework…
- Who is your Core Customer?
- Do you have a list of them? (if not, I can help you below)
- Do you have a process for prospecting?
- Are you qualifying them?
During tomorrow’s webinar, I’m going to be breaking down the SaaS business model.
We’ll be covering what metrics matter most, and what sequence you should be attacking them in.
It’ll be a compressed version of my SaaS Academy Metrics but it will give you an actionable game plan to execute against.
More to come…
Dan “selling is my jam” Martell