175: What Is SAAS And How Do You Sell It With Dan Smith

Dan Smith is a SAAS sales expert and on today’s show we cover both what SAAS is, why it’s taking over the world of both B2B and B2C and the best approaches to sell it.

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(click the time stamp to jump directly to that point in the episode.)

  • 1:26 Show intro
  • 1:56 Interview starts
  • 3:02 Why choose SAAS as a revenue model?
  • 5:16 Which came first the customer (chicken) or SAAS (egg)?
  • 6:25 Will things other than software shift towards monthly?
  • 11:15 Do SAAS sales people have different personalities to the traditional sales professional?
  • 16:11 Best way to deepen relationships
  • 20:14 Should we sell future features?
  • 22:03 Are sales people groomed to just want to close the deal?
  • 27:09 The key to success in the world of the internet
  • 35:31 Wrap up


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Resources mentioned:



TED Talk – How to speak to people want to listen – 


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