Adam KayRevenue executive, experienced in scaling early stage startups, fundraising and hiring and developing world-class teams

The Number One IRREFUTABLE Habit of $350,000 Top Income SaaS Salespeople

Name: The Number One IRREFUTABLE Habit of $350,000 Top Income SaaS Salespeople
Uploaded: 2024-09-29T16:30:35+00:00
Duration: 58 s
Channel: Adam Kay
Description: Short coaching segment (YouTube video) by Adam Kay arguing that top SaaS salespeople treat selling as an act of leadership. Many salespeople weakly defer…

29 Sept 2024 · 1 min

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Short coaching segment (YouTube video) by Adam Kay arguing that top SaaS salespeople treat selling as an act of leadership. Many salespeople weakly defer to buyers and expect buyers to lead next steps; top performers enter meetings with a clear perspective on the next step, who should be involved, and why. The speaker emphasizes sellers should decisively propose concrete next steps (not vague scheduling) and 'sell the next steps' to guide buyers toward closing.

Chapters

Weak. Salespeople look to their buyer for next steps. They don't know what to do next. They don't have a perspective on what to do next. They're expecting their buyer to lead. Now, great salespeople, on the other hand, they recognize one important truth. Selling is an act of leadership. You do have a name. My name is Gladiator. Therefore, they walk into every sales meeting having a perspective on what's the next step, who should be involved and why. That next step, you as a seller, you've seen this movie before. You've closed many deals. Your buyer has probably only bought this product once or maybe never. Therefore, who should be leading who? Well, of course you as the salesperson should be leading your buyer. And the way you do that is to sell the living hell out of next steps. None of this, let's sync on Tuesday. None of this lets pencil time in on Friday. But telling them, here's what I think we should do next, here's why I think we should do this, and here's who should be involved.