Summary
The following sales methodology matrix outlines our recommended approaches for [SaaS Name]. As you review each prospect’s file, we recommend choosing the appropriate methodology before each touchpoint.
Methodology | Core Approach | Use Case | Tools & Resources |
Consultative Selling | Guide repeat clients or leads from form submissions toward a Q&A-based approach | Service-based clients seeking a long-term partner | Prospect FAQ sheet, CRM notes |
Challenger Sale | Challenge client’s current strategies, workflows, and tools | Skeptical or market-leading clients | Prospect analysis breakdown, battlecard |
Value Selling | Identify the benefits of each feature and capability | Financially focused clients seeking ROI | [SaaS Name] features comparison |
SPIN Selling | Carry out a tailored questioning session for client needs | For clients most likely in need of Diamond plan | Follow-up script, CRM notes |
Inbound Approach | Run dynamic content marketing campaigns with AI personalizations | Startups and tech-savvy clients | Marketing automations, CRM integrations |
Solution Selling | Target key client pain points while presenting [SaaS Name’s] solutions | Clients who are unfamiliar with [SaaS Name] | Battlecard, [SaaS Name] feature comparison |
Additional Information
We recommend coupling the matrix above with the [training], [analytics], and [marketing verticals] below for the best possible results.
[Open Sales Training]: Every [Tuesday] at [3pm EST] we offer an open [sales training] forum with Jared Smith from our Northwestern Region. Contact jared@companyname.com for enrollment.
[Performance Monitoring]: Our [performance monitoring suite] through the [TrackSale API] integrates directly with our [SaaS Name] CRM to outline key performance indicators such as [cycle length], [conversion rate], and [turnover].
[Marketing Alignment]: For our [inbound approach], we recommend contacting Maria West at maria@companyname.com to access our [marketing automation suite] with direct [CRM integrations].
