How to Qualify Leads in B2B SaaS Sales
One of the toughest lessons in sales, if not in business generally, is that success comes from focus, and focus really means consciously choosing NOT to pursue some things – things that look a lot like opportunities.
B2B SaaS Sales in a Nutshell : a Startup-sized Framework to cut out and keep
A Startup founder asked me today “Can you help me put some structure around our sales process, but I’m also wondering – do we even need one? since we’re intending selling through channel partners”
Um.. the answer to each of those questions could fill a book. And for that matter does fill several hundred. How long have you got?
Anyway, I thought I’d write down how I really answered, in case it’s of use for anyone else. I basically sketched out for him the key elements of a lightweight framework for a scalable B2B sales model for any SaaS startup based in a location remote from its target markets. Continue reading