Michael Price’s Post

When a SaaS sales professional considers what employer to join next, there are several factors that they should take into account. Here are some of the important ones! Please let me know if there are any additional points to be added. Average Deal Size: The typical deal size of the product is an important factor to consider. You should evaluate whether the deal size aligns with your sales goals and whether it’s realistic to achieve those goals. Additional, the average deal size is connected to what salary the employer has the ability to pay, because the target will be proportionate to what the company charges on a per deal basis. Therefore, each time you move employers, where possible, try and move to a company that provide higher value, more complex solutions than you have previously had the opportunity to sell. By doing so, you'll be increasing your annual earnings with each career decision you make, as well as moving into a move complex selling environment, which is likely to stretch your experience. - Product: The product is the foundation of any SaaS company. It’s important to consider whether the product is innovative, unique, and has a competitive edge in the market. Does the product address a problem that really exists, or is it a, "nice to have solution". A good product will clearly make it easier for you to sell and achieve your targets! - Target Market: You should evaluate whether the company’s target market aligns with your interests and expertise. It’s also important to consider whether the target market is large enough to support the company’s growth. Lead Generation Support: Lead generation is the lifeblood of any sales organisation. You should evaluate whether the company provides adequate lead generation support to its sales team. This includes access to marketing materials, lead lists, and other resources that can help you generate leads. Performance of the Target Market: Finally, you should evaluate the performance of the target market. This includes factors such as recent market growth, investment, and competition. If there are any other factors you think are important when considering a career move in SaaS or IT consulting sales, then please feel free to comment!

When a SaaS sales professional considers what employer to join next, there are several factors that they should take into account. Here are some of the important ones! Please let me know if there are any additional points to be added. Average Deal Size: The typical deal size of the product is an important factor to consider. You should evaluate whether the deal size aligns with your sales goals and whether it’s realistic to achieve those goals. Additional, the average deal size is connected to what salary the employer has the ability to pay, because the target will be proportionate to what the company charges on a per deal basis. Therefore, each time you move employers, where possible, try and move to a company that provide higher value, more complex solutions than you have previously had the opportunity to sell. By doing so, you'll be increasing your annual earnings with each career decision you make, as well as moving into a move complex selling environment, which is likely to stretch your experience. - Product: The product is the foundation of any SaaS company. It’s important to consider whether the product is innovative, unique, and has a competitive edge in the market. Does the product address a problem that really exists, or is it a, "nice to have solution". A good product will clearly make it easier for you to sell and achieve your targets! - Target Market: You should evaluate whether the company’s target market aligns with your interests and expertise. It’s also important to consider whether the target market is large enough to support the company’s growth. Lead Generation Support: Lead generation is the lifeblood of any sales organisation. You should evaluate whether the company provides adequate lead generation support to its sales team. This includes access to marketing materials, lead lists, and other resources that can help you generate leads. Performance of the Target Market: Finally, you should evaluate the performance of the target market. This includes factors such as recent market growth, investment, and competition. If there are any other factors you think are important when considering a career move in SaaS or IT consulting sales, then please feel free to comment!

Fractional IT Consultant ( Unlimited Income) Make over $100K a year as a Fractional/Sideline professional—no need to leave your current job. Work part-time or full-time with performance-based pay, under 1099 compensation. We have over 300 best-in-class IT Managed Solutions can you offer your prospects like: • Cybersecurity • Cloud / Data Centers • Contact Center • Unified Communications • Network, Internet & Mobility • Software Licenses • Infrastructure • Access to Technology Solution Engineers What advantages come with pursuing a career as a Fractional IT Consultant / Independent Sales Representative? • Build a unlimited monthly reoccurring revenue stream. • Access to the world’s best-in class-technology solution providers. • Access to technology solution engineers that will help you close deals. • A broker portal for deal registration, pricing and commission tracking. • Unlimited in person and online training • Access to a marketing marketplace and materials. • In person local happy hour events. • Invitations to Annual Conferences and Presidents Club. • Invitations to local Industry Conferences and or Las Vegas, Nevada • Ability to sell your book of business. The Ideal Candidate: • Self-motivator who routinely sets and exceeds their own goals. If you're goal-oriented and self-motivated, you'll thrive here. • Proven track record of relationship-building and influencing. • Exceptional relationship-building skills. • Has a network or ability to get in front of IT Purchasing Decision Makers. Position Overview: • Pay for Performance, 1099 compensation – residual monthly income paid for the client's life (average 3+ years!). • This position requires no quotas and no caps on earnings. • Work alongside your current position or business. • Fractional / Sideline, Part-time or Full-time. • In person and Online Training and ongoing support provided with a full back-office portal to quote and track commissions . General Responsibilities: Identify opportunities for prospects and new clients to solve a business problem with one of our best-in-class IT solution providers and build them into long-term relationships. Requirements: • Current or former IT Professional, Executives, B2B Sales reps, and IT Executives like IT Managers, IT Procurement Decision makers, CTO, CIO, CISO and CEOs. • Ability to lead conversations with prospects and clients. • Must have 5+ years of business experience working with IT procurement decision-makers. Next Steps: • Upon submitting your application @ http://dlvr.it/T9sHl6 #Consultant #Sales #Itsales #pmp #pmo #projectmanagement #cybersecurity #infosec #technology #informationsecurity #cissp #voip #ucass #sip #Innovation #telecommunications #unifiedcommunications #ceo #cto #cio

How do you know if you can trust a software sales rep? 🤨 Let’s pretend you’re in the market for a CRM for your start up. You’re eyeing two or three potential vendors. You decide to DM a sales rep who works for one of the vendors You’ve never previously had a conversation with that sales rep Your first DM to that rep is: “Hey I’m looking for a CRM for my small business, would your CRM be a good fit for me?” Any honest salesperson would respond that they *can not* make a legitimate recommendation without actually talking to you first. They would say that they need to first learn more about what you’re hoping to accomplish. A decent salesperson would probably feel compelled to ask you a whole bunch of questions. Before they can ever say “Yes we’d be a great fit for you!” If a sales rep immediately responds to the DM and says “Yes, we’d be a great fit!” without knowing anything about what your challenges/goals are… That’s probably a sign that you should think twice about trusting that sales person. And that maybe you should run 🙂 That’s my two cents on one way to know whether or not to trust a software sales rep. Thoughts on this, #salesfam ? . .

SaaS revenue leaders, heads up. Software spending in 2024 will grow faster per Gartner: 14% over '23 (28% over '22). Cyber/information security will be the top tech category. If you sell data security, congrats! If you sell data/information products, how's your data integrity and security? As for 2023, what did we learn? Growth at all costs is done. Uncertainty sucks. And an unhealthy frenzy to sell anyone to a market that wasn't buying is draining. This frenzy hurt your positioning and pricing integrity and crushed morale. Teams downsized, yet expectations didn't. 2024 is about intention, focus, and efficiency. 1/ Modest headcount growth means B players must become A players, so training is vital. And speaking of A players, how you attract them matters more now. Bad hires drain lean teams. Does your candidate profile reflect your A player's attributes? Are you socially promoting a winning culture? Would your interview process fire up a top rep? 2/ Be diligent with sales initiatives: Thoughtful 'Welcome Back' campaigns work. Target past clients that canceled due to budget or a poor renewal process (a fresh dialogue sometimes helps). Run a report for your 'demo stage' and beyond lost opportunities. Offer an incentive in exchange for a fast sales process (they already know you!). Or change the sales rep (new voice) where ideal. Keep sales credit with the original rep but split comp. Incent your teams to get 3-5 referrals. Pay a nice bonus upon the third referral; double the bonus if they get all five. Triple the bonus if one deal closes within Q1, or pay a % commission. I've often seen insufficient incentives to get quality referral opportunities opened and closed. 3/ Make it easy to win. I've always found that providing a targeted list or dashboard for reps to leverage for specific sales initiatives is very effective. Don't let reps do the data work. The other part is ensuring they're trained well (pitching, objection handling, approved deal structures, and incentives to offer). Document everything. 4/ Heighten team morale. People work harder on great teams. Lifting team spirit with enthusiasm towards their growth opportunity is paramount. SKOs help, but 1:1 time with each rep goes a long way. It's about knowing what people really need to succeed individually. Every rep is different. One needs tailored training; another needs data at their fingertips. And celebrate everything no matter what! Marketing drives new leads, SDRs crush it, good pitches occur, closed deals and winbacks happen...celebrate! Don't sit back; great teams love celebrating. Winning begets winning, as they say. 5/ Acute focus on Retention and NRR. The first step is to align your leaders. Convey that protecting revenue is no different than booking new revenue. Every dollar counts. Celebrate this focus just as well. And pay attention to what accounts are doing. Are key users or champions praising you or leaving their posts? No surprises allowed. Let's move.

🌟 Exciting Career Update: Transitioning from Developer to Enterprise Sales 🌟 After decades of hands-on experience developing software and building my own businesses from the ground up, I've embarked on an exciting new chapter within our new company. Previously, I dedicated myself to crafting robust software solutions, maintaining my unique coding style that, while effective, needed to evolve with industry best practices. Recognising the need to scale and innovate, I made the decision to transition from the development side to focus on sales and client relations for our customers. I come from a marketing background years ago and handled the web software so that meant coding for 20+ years. In a past life a business colleague Raj made it clear that the sooner I got off the tools the better for everyone. He was right - it only took a new venture and 7 years to build the next - InertiaTechnology [InTech] to follow his advice! As an aside when people you respect and give you feedback - no matter how stubborn you are they are worth listening to. Well I finally got around to it. This journey began with a strategic partnership, leveraging my technical expertise alongside my business partner's expert level industry background as a HESQ Consultant & Auditor. Together, we've navigated challenges and opportunities, recently transitioning our development efforts to a dedicated team while ensuring seamless integration and continuity. In the last 2 years of reviewing what is in the marketplace and have managed to create the software that plugs the gaps. No shying away from their success but what we have done makes things far easier in one platform. I won’t lie - we are still small enough to listen so we can accommodate new ideas and I welcome yours. Now, my role is centred around understanding and championing our clients' needs in the B2B sector, particularly in areas of Health, Environment, Safety, and Quality (HESQ) cloud software. I'm passionate about demonstrating how our refined enterprise solutions can truly empower organisations, offering not just technology but a strategic partnership that enhances operational excellence and compliance. If you have enterprise needs or a small business that needs a simple system the pricing is set accordingly. I'm thrilled to embark on this new challenge, combining my deep-rooted technical insights with a customer-centric approach. This transition allows me to drive meaningful impact and forge lasting relationships within the industry. By all means reach out for a demo or chat. I look forward to the next steps for me and my business; and if it is a fit then you then you won’t be disappointed. P

When a SaaS sales professional considers what employer to join next, there are several factors that they should take into account. Here are some of the important ones! Please let me know if there are any additional points to be added. Average Deal Size: The typical deal size of the product is an important factor to consider. You should evaluate whether the deal size aligns with your sales goals and whether it’s realistic to achieve those goals. Additional, the average deal size is connected to what salary the employer has the ability to pay, because the target will be proportionate to what the company charges on a per deal basis. Therefore, each time you move employers, where possible, try and move to a company that provide higher value, more complex solutions than you have previously had the opportunity to sell. By doing so, you'll be increasing your annual earnings with each career decision you make, as well as moving into a move complex selling environment, which is likely to stretch your experience. - Product: The product is the foundation of any SaaS company. It’s important to consider whether the product is innovative, unique, and has a competitive edge in the market. Does the product address a problem that really exists, or is it a, "nice to have solution". A good product will clearly make it easier for you to sell and achieve your targets! - Target Market: You should evaluate whether the company’s target market aligns with your interests and expertise. It’s also important to consider whether the target market is large enough to support the company’s growth. Lead Generation Support: Lead generation is the lifeblood of any sales organisation. You should evaluate whether the company provides adequate lead generation support to its sales team. This includes access to marketing materials, lead lists, and other resources that can help you generate leads. Performance of the Target Market: Finally, you should evaluate the performance of the target market. This includes factors such as recent market growth, investment, and competition. If there are any other factors you think are important when considering a career move in SaaS or IT consulting sales, then please feel free to comment!

Most b2b tech companies have to rethink the myth of "you cannot outsource your sales"" It is wrong. Early in my career, one of my Dutch colleagues said: "do what you do best, and outsource the rest," and I have always kept it as one of my go-to principles, also in sales. Here is how high performance b2b tech companies outsource their sales: 1. Fractional sales leadership, agencies 2. Outsourced sales agencies (ranging from leadgen to territory sales agents) 3. Channel partner ecosystem, that drives 20 - 70% of the total revenue of tech companies Why would you outsource this? 1. Fractional sales leadership: for technical founders and founder led sales organisations that are looking to build momentum and don't have the bandwidth, or experience, or skills. Strangely enough, first time founders rarely think they need this, while serial entrepreneurs take it as a given. 2. Outsourced sales agencies: mainly to gain bandwidth, support growth requirements, decrease sales costs, focus on specific products or campaigns, ... 3. Channel partners, to reach hard to enter verticals, territories; enable technical synergies -and upsells for the partner; widen and deepen market reach... All these are flavours of outsourcing sales. They all 3 require different approaches, documentation and onboarding programs. Still not convinced? Microsoft, Salesforce, Oracle with market caps between 300 - 3000 billion are using all 3. Can you win the market without any of those? Where are you? Are you outsourcing your sales?

Very insightful (and actionable) post for sales professionals and aspiring corporate escapees alike. 🕴 👨💼 While some of these tips doesn't apply as much to me these days (like a boss making my career), these are all things I wish I came into the industry knowing. 🧠 My biggest take away is "As a business, it’s better to have a “starving crowd” than it is to have a “delicious burger.” 🍔 Outbound sales is all about finding that "starving crowd". 🤑 #Sales #outboundsales #outbound #career #development

My first SaaS job, I made $36,000 a year as an SDR. 10 years and six promotions later, I pulled in $1.63M. Here’s 7 things I learned to grow your SaaS sales career to $1M: 1. You have to sell enterprise deals. At least, if you want to make seven-figures. That’s not to say enterprise is “better” than SMB or mid market. But it’s simple economics. Close seven-figure deals? Make six-figure commission checks. Close four-figure deals? Make three-figure commission checks. Simple. You can make multiple six figures selling to SMBs. But probably not seven-figures. 2. Your market matters more than your product. Most salespeople don’t “get” this. As a business, it’s better to have a “starving crowd” than it is to have a “delicious burger.” Hungry markets buy. Passionate markets buy. Indifferent markets, don’t. No matter how great the product. 3. “Who” matters more than “what” or “how.” Get in front of: A) the right people, at B) the right accounts If you do that, you’ll double your success. If you’re in front of the right “who,” even mediocre selling technique wins. If you’re in front of the wrong “who,” even great selling technique loses. 4. Your boss dictates your success. At least, a lot of it. And more than you would like to know (or admit to). Bad boss? Tough to have a great career. Great boss? Tough to have a bad career. Choose your boss wisely. Make sure they are someone you aspire to emulate. 5. People buy to relieve pain (more than any other reason). Write this down: “Money follows pain.” Big pain? Big dollars. Big checks. Little pain? Little dollars. Little checks. Uncover the business pain. Build the business pain. Quantify the business pain And watch your commission checks soar. 6. Business acumen sells. Repeat after me: “I am not a salesperson. I am a business person who happens to sell.” Say that a few times. If you’re going to close big deals, you have to: - talk to executives. - talk to senior leaders. - talk to decision makers. Want to know who those people WANT to talk to? People with business acumen. Want to know who those people DON’T want to talk to? Clueless salespeople that ask:  “sO hOw doEs tHat iMpAct yoU pErsOnAlLy?” 7. Become a “learning machine.” The best advice I ever got? “The average American spends 4 hours a day on mindless web surfing. “Take an hour of that four hours every day. “And spend that hour reading and learning. “Do that for a few years, and you’ll never have to worry about money again. “In five years, you’ll wake up to a completely different life.” I took that to heart. In 10 years, I read over 500 books. Want to know the dividends that paid? Untold. I'm still doing that today. P.S. Here’s 6 SaaS sales techniques I used to cross seven figures (over 10,000 sign ups): https://lnkd.in/g8mixtVc