🇬🇧167: Mastering the Art of Selling SaaS in 2024

Excerpt from the Sales Panel @ ARRtist Summit 2023

This time no interview, but part of the recording from the ARRtist Summit 2023 Sales Panel on how to master the art of selling SaaS. We decided to kick off 2024 with a flashback - or if you want "showcase" what we are doing at the ARRtist Summit, since some of you might consider joining this year again or even for the first time.

Feedback welcome.

Moderator: Julius Göllner https://www.linkedin.com/in/julius-goellner/

Speakers:

• Christian Weisbrodt (Finway) https://www.linkedin.com/in/christianweisbrodt/
• Andre Retterath (Earlybird) https://www.linkedin.com/in/andreretterath/
• Lubomila Jordanova (Plan A) https://www.linkedin.com/in/ljordanova/
• Oliver Manojlovic (Personio) https://www.linkedin.com/in/olivermanojlovic/

Questions:

• Has the SaaS macro-environment improved?
• Enterprise vs SMB Sales in 2024
• How to rethink your value proposition and deliver value to your customer in this new market?
• How to deal with companies holding back budgets?
• How will the priority of KPIs shift?
• Why the SDR / AE sales org blueprint may no longer be applicable for all SaaS companies?
• What is AI’s role in becoming more capital efficient?
• Will there be automated outbound calls by an AI in 2025?