The Morton Kyle SaaS sales training delivers the skills, insight and confidence to combat the most critical sales challenges in the Software as a Service (SaaS) space, categorically one of the most competitive fields to be in at the moment.
Growth is everything!
VC, investors and owners all want to make back their money, deliver on the GTM SaaS sales strategy, and stay on track against projections.
That pressure rolls downhill, and sales reps need to be on top of the game to:
- Keep a positive mindset
- Stop competitors stealing deals
- Keep ahead of the sales plan and SaaS strategy.
It’s a tall order – especially in an economic environment that’s:
- Risk averse
- Spend sensitive
- Swamped with options
- Seeing procurement and legal teams snarl deals in red tape and endless back and forth
That’s why the Morton Kyle SaaS Sales Training course is specifically designed to cover the most critical sales issues that cause even the very best sales teams struggle and to stay on track.
Our SaaS sales training provides helps drive ongoing success in the dynamic SaaS landscape….helping you deliver on the GTM SaaS sales strategy is our forte!
Understanding the Unique Challenges of SaaS Sales
Improving sales results in a SaaS sales team means relying on proven, yet industry unique sales techniques and skills.
Talk to us and find out how we achieved results like:
- Increasing AOV from by X3 in less than 6 months
- Increased demo sit rates by over 80%
- How we increase conversion rates from 1:26 to 1:6 over the same period, and
- How we increase turnover by 100k p.m. in 6 months
We help you make things happen!
The Morton Kyle SaaS sales training course is built on the distinctive challenges that SaaS sales teams face.
From navigating complex product offerings to dealing with longer sales cycles, from operating in a crowded space to seeing buyers go cold mid sale….understanding these challenges is the first step toward making sure your sales training is relevant, high impact and moves your sales needle in the right direction for you.
Sales Training to Address the Key Challenges Faced By Underperforming SaaS Sales Teams
Your sales training is based on the key issues we’ve identified in SaaS sales teams that prevent them from achieving their full sales potential, take a look here…
Complex Product Knowledge | Converting Complex to Simple for the Buyer
The first sales you make is to the sales team
If you sales team don’t understand the impact of your solution, and love it – then they will never be able to sell it!
SaaS products often boast intricate features and functionalities.
Sales reps can struggle to convey the value proposition effectively.
During our training, we take the complex and make it simple so that it makes sense to your reps and your buyers.
Simplicity reduces friction.
Unlocking your sales rep’s ability to showcase your solution easily and directly, which means they will articulate its benefits clearly to potential clients.
This is a 100% win every single time!
Plus – it means your reps get taken more seriously by senior decision makers as any conversation becomes a peer-to-peer consultation.
Extended Sales Cycles | Dealing with Lengthy Sales Processes
The nature of SaaS sales often involves prolonged sales cycles…that are only getting longer.
Especially when it comes to more and more people being added to the procurement and testing panel. Multiple, diverse stake holder agendas and the inevitable conflicting needs that crop up as the review process extends…
So, to combat how to deal with that we delve into sales techniques for
- Keeping prospects engaged
- Managing expectations
- Strategically advancing deals through each stage of the sales funnel
- Maintaining engagement with all the critical stakeholder groups as you go
This helps you avoid delays, late curve balls and competitors infiltrating your deal pipeline!
Overcoming Objections | Handling Client Concerns Before They Become Issues
SaaS sales reps frequently encounter objections related to
- Requests for free trials
- Pricing
- Implementation
- Competition
- Contract terms – like duration and support
The easiest way to combat this is to make sure these challenges are raised and addressed proactively BEFORE the buyer brings these points into the conversation.
In the SaaS Sales Training course we dig into this sales plug hole because sales can easily be lost if these simple known friction points aren’t addressed fully and proactively.
Leaving known sales objections dangling and hoping they don’t come up is a disastrous strategy. Even more so when there is a clear opportunity to build clarification and persuasion into dealing with these points early on.
It’s a game changer for you, and deal killer for your competitors!
Intense Competition | Standing Out in a Crowded Market
The SaaS landscape is highly competitive, and sales reps face the challenge of differentiating their product from countless alternatives and substitutes or work-arounds….and whilst they might not be valid alternatives, this is something the prospect is not always aware of.
From a prospects perspective – perception is their reality.
During the sales training we explore strategies for crafting compelling highly differentiated value propositions that resonate with prospect and set your SaaS solution apart.
The aim is to remove competitors from the field asap during the sales process….and in doing so create THE No-Brainer Sales Proposition.
Adapting to Industry Trends | Staying Current in a Rapidly Changing Space
SaaS is known for its rapid evolution, with new trends and technologies constantly emerging.
This can contribute to confusion in your sales team as well as the market, that’s why all sales training at Morton Kyle is based on:
- Consultative Selling
- Solution Selling
- Value Selling
All sales pitches are structure in terms of:
- Solving buyer problems
- Improving buyer positions
- Creating buyer value
Again, all critical in removing buyer resistance and friction in the sales process. Meaning more sales, more often, with less stress.
Technical Jargon |Simplifying Technical Complexity
SaaS products often come with technical complexities that can be overwhelming for non-technical buyers. To combat this, as well as adopting the methods detailed above, we look at how to structure the sales call and sales conversation so as not to alienate the prospect.
Out training provides ways to bridge the communication gap.
Removing technical jargon means it’s easier to effectively conveying the value of your solution in plain language.
It’s critical to meet the buyer where they are in their journey. Using their words/language and their frames of reference. Our training is structured to help your reps reduce the resistance and friction that can crop up if this is missed.
Lack of Personalisation | Tailored Sales Approaches
Generic sales pitches fall short in the personalised world of SaaS.
They just don’t work.
We guide your sales reps in adopting a personalised approach using a sales framework based on consultative selling.
This acts as a foundation for building tailored sales solutions, and aligns directly with the unique needs and pain points of each prospect.
Time and time again this is a game changer in sales. And singularly critical in enhancing the chances of meaningful engagement, conversation and conversion.
Resistance to Change | Overcoming Resistance
SaaS solutions often require clients to adapt to new technologies and workflows. After all, this is probably a purchase to automate some workflow or increase effectiveness and efficiency.
All this screams ‘new adoption’
Which means however good your product/service is – adoption is key if you want to minimise customer churn…and who doesn’t want to do that?
During the SaaS sales training, as part of the consultative selling process we develop strategies for identifying and overcoming resistance to change, ensuring that your sales team can effectively guide clients through the transition process in preparation for maximising usage / hand across to the implementation team.
Maintaining a Winning Mindset | Building Sales Success Systems
Sales reps need to know their numbers, inside out and back to front.
This will help your reps stay in control, take accountability and change their daily activities based on how they are performing.
Building self management into the SaaS sales training course can empower reps, lead to shorter sales meetings and make sales pipeline review meetings a breeze.
All meaning the sales leader gets more time to support, coach and develop their team, ensuring that your team is well-equipped to handle the evolving challenges of the SaaS sales landscape.
It’s a win for all!
Lack of Post-Sale Support | Ensuring Customer Success
The sales journey doesn’t end with the deal. Making the transition from sales to customer support, implementation is a critical step.
The selling doesn’t stop because the order is signed!
The Core Elements of the Morton Kyle SAAS Sales Training Course
Building Product Knowledge Mastery
One of the fundamental pillars of SAAS sales training is ensuring that your team has an in-depth understanding of your product or service.
This section delves into the importance of product knowledge mastery and provides strategies to facilitate effective learning and retention.
Navigating the Complex SaaS Sales Cycle
SaaS sales often involve intricate and lengthy sales cycles.
So we equip your team with the tools and techniques to navigate these complexities seamlessly. Exploring the strategies for prospect engagement, handling objections, and closing deals efficiently in the world of SaaS.
Customising SAAS Sales Training for Your Team | Tailoring Training to Your SaaS Product
No two SaaS products are alike, no two GTM SaaS sales strategy plans are alike either.
Your SaaS sales training will reflect the uniqueness of your offering, customising the training course to address the specific features, benefits, and use cases of your SaaS solution.
Role-Playing and Real-world Scenarios
Effective SaaS sales training goes beyond theoretical knowledge. To recreate this we bring real life sales challenges into the classroom and bring the training to life.
We use role-playing and real-world scenarios in honing the practical skills of your sales team. Developing immersive training exercises that mirror the challenges they’ll face in the field.
Metrics and Measurement of SAAS Sales Training Success | Defining Key Performance Indicators (KPIs) that Match Your GTM SaaS Sales Strategy
Establishing clear Key Performance Indicators is crucial for measuring the success of your SAAS sales training program. As part of the training, we share with your sales reps how to identify and track KPIs that align with your SaaS sales objectives.
This enables them to gauge the effectiveness of their daily efforts.
Helping your reps understand what a great sales call sounds like, includes and achieves is a critical part of their development.
Book Your In-House SaaS Sales Training Today
Ready to take the next step toward transforming your sales team?
Book an in-house SaaS sales training course tailored to your organisation’s unique needs. Elevate your SaaS sales game and position your team for unparalleled success in the competitive SaaS landscape.
As the SaaS industry continues to evolve, why leave your SaaS sales reps exposed to challenges they can easily overcome with the right training?
Instead, ward off all the inbuild challenges in this industry and create a strong, high performance and agile sales team, quipped to tackle common pain points that derail SaaS sales deals every single day.
By addressing these challenges head-on and implementing effective strategies, your team can elevate their performance, enhance customer satisfaction, and ultimately, boost sales conversion rates and minimise customer churn in their competitive SaaS market.
You can also check out our Software Sales Skills Course
All our Sales Training Courses come with a Free Sales Training Needs Analysis
Call / text Carol on 0779 002 1885 to explore how this SaaS Sales Training course will help your team sell more, more often with less friction.
Hi, thanks for visiting….if you’re looking to increase or optimise your sales results, then please book a call to discuss how I can help you (use the links at the end of this box for direct message options) If you need a few more details, then here you go…. I’m an experienced data-driven, analytical sales trainer and sales improvement specialist. Proud to design sales training and sales improvement solutions that stick! Happy to share some insights if you want a quick steer – just book a call, especially if you’re not seeing the sales results you’d like, you’re struggling to know what to do next, or you’d really like to give your competitors something to worry about!
What’s you sales challenge?