1. NOAA 18 APT

    00:43

    from lucashayas / Added

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    • Most common mistakes

      02:35

      from Jacco vanderKooij / Added

      In this episode I share insights on the most common mistakes SaaS sales organizations make.

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      • How to avoid lying

        03:50

        from Jacco vanderKooij / Added

        In this episode I share my insights on lying. Why we need to stop doing it, and how we can avoid it.

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        • Discovery call

          06:33

          from Jacco vanderKooij / Added

          In this episode I share the best practices on the sales discovery call.

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          • What is CAC

            03:03

            from Jacco vanderKooij / Added

            In this episode of sales talk I visualize Client Acquisition Cost

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            • Qualification (modern)

              06:14

              from Jacco vanderKooij / Added

              In this episode I share insights on qualification. BANT set the stage several years ago but today's modern SaaS business needs an evolved approach to qualification.

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              • Online Selling

                05:09

                from Jacco vanderKooij / Added

                In this episode I share the insights of how to use TAB based sales as a way to share your insights with a client and retain their attention through the call - increasing their engagement.

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                • Negotiation

                  09:47

                  from Jacco vanderKooij / Added

                  In this episode of sales talk I share how to negotiate on a deal with 3 variables. The sequence of events that helps you achieve your goal, with a customer centric approach to sales. I realize that in the middle of the video I still need to cut a piece out - but alas. This uses some valuable insights I have gained from my mentor Daniel Adams at Trust Triangle Selling. I strongly recommend you sign-up for his news letter!.

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                  • Evolution of Sales Organizations

                    03:55

                    from Jacco vanderKooij / Added

                    In this sales talk I describe the evolution of sales organizations, from the hunter/farmer model to a highly specialized three tier sales organization. If you are interested to learn more, I recommend your read Aaron Ross' book titled Predictable Revenue available on Amazon.

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                    • 5 Stages of a SaaS Sales Funnel

                      02:59

                      from Jacco vanderKooij / Added

                      In this episode I depict the 5 basic stages of SaaS - not from a sales perspective but from a client's perspective. The experience they are looking for in each stage. This is intended to be a bit more fun. If you like I have a poster, send me an e-mail/contact me if you like to get a copy!

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