Blueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization (Sales Blueprints)

An updated version of the must-have book for SaaS sales teams, which The SaaS Sales Method defines to include Marketing, Sales, and Customer Success. Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. This book distills the authors' years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans.Blueprints for a SaaS Sales Organization provides detailed guidance for SaaS sales leaders on how to build an sales organization that works together across the entire customer relationship. It builds on the concepts in The SaaS Sales Method and provides detailed information on how to structure teams so that they apply fundamental sales skills during Moments That Matter.

Jacco Van Der Kooij is one of the most well known thinkers on the discipline of SaaS Sales. An accomplished sales leader before he became a teacher and coach, Jacco has trained sales teams at some of the leading technology companies in the world. His consultancy, Winning By Design, advises B2B startups in Silicon Valley. Fernando Pizarro is a Bay Area-based technology executive and writer. He has led firms in the consumer and ad tech space in addition to his work at Yahoo, Disney, and the Discovery Channel. Fernando has an undergraduate degree from Harvard and an MBA from the University of Chicago.