Blueprints for a SaaS Sales Organization 2nd Ed.

How to Design, Build and Scale a Customer-Centric Sales Organization

Jacco van der Kooij, Fernando Pizarro

Publisher: Winning by Design, 2017, 139 pages

ISBN: 978-1-8626979-7

Keywords: Sales

Last modified: Nov. 15, 2022, 10:33 p.m.

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.

  1. Tier the Business
  2. The Customer Journey
  3. Scaling the SaaS Cost
  4. Role of Online in Sales
  5. Evolution of Sales
  6. Data-Driven Sales
  7. The SaaS Sales Method Processes
  8. Tools as a Force Multiplier
  9. Content as the Fuel
  10. The SaaS Sales Models
  11. Structure Teams
  12. Career Development
  13. Sales Operations Center
  14. Final Thoughts


Blueprint for a SaaS Sales Organization

Reviewed by Roland Buresund

Decent ****** (6 out of 10)

Last modified: Nov. 19, 2023, 9:52 a.m.

Practical book about setting up a SaaS sales organization. Not for everyone, but it has some value.

Just don't expect to be an expert after reading it.


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