Unpacking The SaaS Sales Model: 8 Stages To Measure & Improve Revenue Acquisition with Duane Dufault

Selling Saas

The conversation discusses the stages of a SaaS sales process. The first stage is Connect, which involves the sales team, automated outreach processes, or product-led growth strategies. The second stage is discovery, which is different from qualification, which happens during the connect stage. Discovery is about understanding the prospect and their fit—whether they have a problem that can be solved and if they'll be a good prospect to work with. The third stage is prep, which happens after discovery and involves preparing for the demo stage. Finally, the demo stage occurs when the prospect is presented with an opportunity. The demo stage should have an associated deal with it, and the lifecycle stage should be in the demo stage.

• Understanding the Customer Acquisition Funnel for Startups
• Exploring the SaaS Sales Model: Connect, Discovery, Prep, and Demo
• Closing the Deal: Understanding the Difference Between a Qualified Prospect and a Customer
• Overview of SaaS Sales Framework for Creating Happy and Healthy Customers

We encourage listeners to share the show and access the video version of the model at sellingsaasplaybook.com for further information.

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