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SaaS Growth Stacking - with Dan Martell

How do you end up in rehab for 11 months, discover computer programming, then build 5 tech startups, selling 3 and raising money for the last 2 in 15 years? Tune in each week and Dan Martell will teach you: How he got invited to spend a week with Richard Branson. How he ended up raising money from Mark Cuban. How to hack your productivity. How to focus your marketing efforts. How to get your big dreams funded. How to build, scale and sell your technology company without giving away the control to investors and financial stakeholders. The 3 disempowering “pick me, pick me” mentality that plagues startup founders.. and what you can do to avoid it and fund your startup. Tune in each week and get Dan’s deep-in-the-trenches experience as a father, serial entrepreneur, and investor. Do you want to fund, start, scale and sell your business? That’s the only question that matters here. If the answer is “yes”, then hit the SUBSCRIBE button and let’s make it happen.
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Jun 18, 2018

Exclusive Download: Revenue Expansion Maximizer™

Nightmare scenario:

You just spent 30 mins delivering an amazing product demo.

The guy on the other end of the Zoom call is all hot and bothered.

Loves your solution. Sees the value. Wants it yesterday.

So you go in for the close…

Only to find out that the person you just cancelled lunch plans for doesn’t have the budget or the authority to make the decision… and will have to “get back to you.”

Shoot me now.

Reality is, that scenario plays out all the time, and highlights the single most important criteria you need to look for when evaluating an enterprise SaaS sales person.

In a complex web of end users and decision makers… can your salesperson pull a Liam Neeson and hunt down the actual buyer?

Sure, it sucks if that opening scenario happens to you every now and then…

But when it happens to that enterprise sales person you just hired on a six figure base salary…

Well, that’s just downright crippling.

In this week’s video I breakdown the 6 key steps for evaluating one of your company’s most important early hires.

At a high level, here’s what you’re looking for to make sure you get a massive ROI on your enterprise SaaS sales person:

  1. Navigating decision hierarchies in large organizations
  2. Finding the buyer ASAP
  3. Articulating your value prop
  4. Handling objections
  5. Can they position you?
  6. Knowing how to deal with IT

I also share a really cool technique inspired by Chet Holmes (Ultimate Sales Machine) for testing whether or not your potential new hire will crack under objections.

It’s a super effective filtering mechanism for weeding out potential hires before they bloat your overhead and blow the sale.

Give it a watch now and let me know in the comments if you a) currently have a sales person on payroll and b) what criteria/evaluation process has worked well for you.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

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