SaaS Interviews with CEOs, Startups, Founders
7 SaaS Sales Techniques I Used to Help Grow Gong from $200k to $200M in ARR
Jul 17, 2023
The podcast discusses techniques for achieving higher success in B2B SaaS sales, including uncovering customer pain points, reducing sales cycles, and quantifying the problem in sales demos.
21:00
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Quick takeaways
- Efficient growth in B2B SaaS companies is prioritized by focusing on unit economics and addressing business pain that senior executives and CFOs are willing to fund.
- Using discovery questions to uncover business pain and quantifying that pain with metrics and financial values are crucial techniques for sales professionals to drive timely decision-making and closing of deals.
Deep dives
Importance of Efficient Growth and Unit Economics in SaaS Companies
In this podcast episode, the speaker emphasizes the shift from focusing on growth at all costs to prioritizing efficient growth in B2B SaaS companies. This transition is driven by the need for unit economics to make sense. The speaker highlights the challenge of achieving efficient growth and references the low number of B2B tech salespeople who hit their sales targets last year as an indicator of inefficiency. The episode explores the importance of identifying and addressing business pain that senior executives and CFOs are willing to fund, and provides specific techniques to quickly uncover pain in sales calls.
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