S1E4 - Sales Process: The importance & Best Practices With Gavin Tye
Want to sell your B2B SaaS? Learn from Gavin Tye on how to create demand for your SaaS without selling. A marketer does not always have a full understanding of the problem existing in their business. Any B2B SaaS business founder should first understand the specific business processes they impact directly or indirectly and figure out how to quantify them. As such, you need to demonstrate to the target audience how much it costs them and highlight the existing inefficiencies of their business processes so they can move forward. A SaaS company has to know the business processes they are solving. Who in the business is most impacted by the processes that have the authority to buy from you? Have consistent effort to test your messaging and market. Key Time Stamps (0:54) Introduction of the topic and today's guest expert (1:42) Why you need to listen to Gavin (3:18) Debunking his 'Sales Market Fit' philosophy. (5:30) What SaaS companies need to do to create demand before they start to sell (8:30) How to quantify your direct and indirect impact on business processes (9:56) When should companies hire their first salesperson? (12:48) It is highly crucial to know your numbers. (15:24) Common mistakes most companies make in trying to sell B2B sales. (17: 42) You need to create a problem for your clients. (20:09) Challenges he faced in selling B2B SaaS solutions. (21:40) Future changes in sales. (25:40) Advice to B2B Saas starting to grow their revenue to US$10k. (27:35) Advice to B2B Saas realizing US$1million. (29:28) What is the stage at which a company needs a B2B SaaS advisor - The right time is when the company is ready to approach the market. (30:52) What is the typical account value of your client (31:50) His final thoughts (32:49) Gavin's contact information The show is hosted by Joran Hofman, founder of Reditus