The world of SaaS feels more competitive than ever. With the continuing emergence of Generative AI solutions, a downturn in the market, buyer resistance, and new talent getting their start in SaaS – you’re up against a lot when trying to compete.
There have been 60,000 job cuts this year in Tech, according to this TechCrunch article.
While this blog post sounds daunting to start, VIBE is here to let you know that there are still SaaS companies performing well, and sellers at these companies who are crushing their quotas.
We interviewed a few of the top sellers from highly-rated SaaS companies, using RepVue as a benchmark for our data, to identify common trends and tips to help you hit quota, President’s Club, and beyond.
*Special thanks to Avi Altschuler (Triple Whale), Brantley Atksinson (Triple Whale), Talyson O’Mahoney (Tecsys Inc.), and Sam Moser (dbt Labs) for giving us useful insights to share with you!
Here are the 10 tips to improve your performance and become a top SaaS seller:
Avi Altschuler says,
“The most important skill in sales is human connection. If they don’t feel like we would be friends if this weren’t a business call, you’re not closing the deal.“
Top sellers emphasize the importance of genuine human connections. Authenticity stands out, and being genuinely curious about your prospects’ business leads to stronger relationships and higher chances of closing deals.
Brantley Atkinson says,
“I try to stand out, as opposed to just sending generic templated emails.
This could be as random as using Sendoso to send something unique like a pinata or sourcing a Cameo of a celebrity relevant to the prospect’s brand. But you don’t have to spend money, you could always create a personalized loom or write a short poem. This helps to make a memorable impression and is different from 99% of what a prospect gets in a day.“
Personalized outreach is crucial. Tailor your messages and ensure that your prospect feels special. Use relevant data points to create compelling emails and don’t shy away from being creative.
Talyson O’Mahoney is extremely detailed oriented when it comes to uncovering prospect pain points.
“Being really organized and taking a lot of notes is critical. Ask as many questions as you can and take copious notes.”
Maintaining organization and thorough notes can make a significant difference. This helps you keep track of client needs and tailor your sales process accordingly.
Incorporate an AI-notetaker into your sales process. We use Pattern AI to not only transcribe calls, but also for their GenAI chat function to gain additional insights. Incorporating a tool like this (there’s a number out there) will not only save you time on the note-taking process, but help you be more engaged on meetings with prospects.
“Lean into the processes being taught and implemented by sales leaders. They help us become more efficient. Don’t be afraid to put the hours in to nail down and master your process.
“ Efficiency is achieved by leaning into the processes set by your organization. Trusting and executing these processes efficiently helps in maintaining consistency and improving performance.Avi knows what TripleWhale’s products can do and why a customer would benefit from their offering.
“We have a mix of solutions that help brands understand where their next advertising dollar should be spent for maximum return, fixing issues with cookies and other tracking mechanisms.”
Utilizing reliable tools and metrics ensures you provide concrete value to your prospects. Understanding your tools deeply allows you to solve unique problems for each client effectively.
Brantley says
“Understanding not only the prospect’s problems, but also the problems their bosses face is key. You want to present a tailored solution to their daily turmoil when possible.”
A deep understanding of your product and how it solves real-world problems is essential. This knowledge allows you to customize your pitch and demonstrate the product’s value effectively.
“A highly collaborative relationship with Solutions Architects and other team members is essential. Protecting their time while ensuring all necessary information is shared is critical. Building trust with your internal counterparts improves chemistry, which shows through on a sales meeting.”
Collaboration with other departments like Solutions Architects, professional services, and leadership is vital. Ensure every stakeholder’s time is valued and contribute to a unified goal.“You really need to put in the years to see those things come to fruition.“
Building long-term relationships and having patience can pay off significantly. Many sales cycles, especially in sectors like healthcare, require sustained effort and commitment.We asked Avi what the most overlooked skill in sales was, he thinks that,
“Humor is the most overlooked skill in sales. If you can make a prospect laugh, you’re pretty much in.”
Injecting humor into your interactions can help break down barriers and build rapport. It’s not often top of mind when thinking about how to be a better seller, but it’s powerful tool in creating memorable conversations.
Being a top SaaS seller involves a blend of personal skills, effective use of tools, collaboration, and honesty. These insights from top performers provide a roadmap to improve your sales processes and achieve better results. Remember, at the heart of it all, it’s about building genuine connections and providing real value to your clients.
RepVue is a platform that ranks companies based on seller feedback and performance metrics like quota attainment. Our interviewees come from companies that score above 75% in quota attainment, ensuring they represent the crème de la crème of the industry.
Hi there! I’m Vince, one of VIBE’s Co-Founders. I have 7+ years of experience recruiting for high growth SaaS organizations. I’m passionate about Technology and the future of AI. Connecting with industry leaders and top-performers inspires me and something that I take pride in. Thanks for being here and I hope you enjoy reading about my learnings!
