1. S a a S S a l e s S t r a t e g i e s
Friday, September 27, 13

2. Keep
Your
Trial
Short
14
Days
1/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

3. Automate
Emails
4-­‐6
emails
during
trial
2/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

4. Automate
Emails
4-­‐6
emails
during
trial
-­‐
Semi-­‐Personal:
yourname@domain.com
,
Sent
via
iPhone
-­‐
Drip
/
Lifecycle
Tools:
Customer.io
,
Hubspot.com
,
etc.
-­‐
Events
Driven:
Signup,
AcGvity,
Trial
End,
etc.
-­‐
Call
to
ac>on
oriented:
Schedule
a
call
,
Reply
to
this,
etc.
2/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

5. Call
Everyone
Within
5mins
of
signup
3/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

6. Call
Everyone
Within
5mins
of
signup
-­‐
Ac>vate:
Call
quickly
,
Answer
QuesGons,
Give
DirecGon
-­‐
Qualify:
Ask
QuesGons,
Lead
Quality,
Create
Pipeline
-­‐
Discover:
How
did
they
hear
about
you,
Problems,
Needs
-­‐
Close:
Manage
ObjecGons
,
Guide
buyer
to
upgrade
3/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

7. Demo
Quickly
15mins
or
less
4/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

8. Demo
Quickly
15mins
or
less
-­‐
Qualify
first:
Can/Should
they
buy
,
is
it
worth
the
Gme
-­‐
Benefits
vs.
Features:
Focus
on
what’s
relevant
-­‐
Sales
vs.
Training:
Demo
value
vs.
teaching
funcGonality
4/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

9. Follow
Up
Relentlessly
UnGl
you
get
a
result
(yes/no)
5/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

10. Set
Your
Prices
High
Value
Based
Pricing
($3k+
CLTV)
6/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

11. Get
the
Cash
Sell
pre-­‐paid
annual
deals
7/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

12. Discount
Lightly
Only
for
annual
pre-­‐paid
customers
8/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

13. Never
Close
a
Bad
Deal
Churn
is
going
to
kill
your
company
9/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

14. Q
&
A
steli@close.io
10/10
Close.io
-­‐
SaaS
Sales
Strategies
Webinar
Friday, September 27, 13

15. S a a S S a l e s S t r a t e g i e s
Friday, September 27, 13