What Makes The Top SAAS Salespeople Stand Out From The Herd?

The SAAS marketplace is more crowded and competitive than ever before. The buyers are better informed, more cautious and expect to see a demonstrable ROI. So, with this backdrop, the very best salespeople stand out not just because they close deals but, they are that trusted advisor as much as they are anything else.

So, what makes them a different breed?

They Are All About The Data

The top performers don’t rely on gut feel or instinct. They crunch the data to triage their leads, produce accurate forecasts and finetune their approach. Everything they do is supported by data.

Product Mastery

They know and understand their product inside and out, this knowledge is not limited to the usual features and benefits, but, goes beyond that into integrations as well as its limitations. This lets them solve problems like consultants, not just pitch software.

Listening Is One Of Their Superpowers

The top performers are precise in the questions they ask – they ask the right ones and then drive on to uncover the prospect’s pain points. Their prospects genuinely feel understood which drives the trust and, consequently, accelerates the deal process.

They Are Supreme Storytellers

These individuals do not reel off a list of product features. They are storytellers, as someone once said to me, ‘best story wins’ whether it is case studies, evidencing ROI, or walking through narratives which make the product feel indispensable. That’s what the top performers do every day of the week.

Long Term Thinking

Closing the deal is only the beginning, the top performers have a consistent eye on the future for upselling and expansion within the prospect because what they know is that SAAS growth comes through its lifetime value.

Conclusion

The best in class SAAS salespeople neatly bring together data, grasp of technology and storytelling skills because they focus on selling outcomes for clients and prospects.