Sam Rees

@LSPARKGlobal @CEODifferly @jbatley @AndrewHudon1 @georgeshamoush @PlantaformCA @thechataHQ

That’s a wrap! Huge thank you to all our panelists! 🔥 @CEODifferly @jbatley @AndrewHudon1 @georgeshamoush @PlantaformCA @_Sam_Rees Taisa Noetzold, Director of Growth @thechataHQ

@LSPARKGlobal A9. (3/3) Best answer…this just reminds me of the last scene of Wolf of Wall Street and the final scene that is located in my home, New Zealand. But I would say anything around what superpowers do you want is always an easy sell. #SaaSChats

Q9. What do you think of “sell me this pen”? What is the best answer you've ever heard to this age-old question? #SaaSChats

@LSPARKGlobal A9. (2/3) It teaches a good lesson in sales to not list off all the features of what you’re selling, teaches you to ask questions to understand what are the features that will sell.

@LSPARKGlobal A9. (1/3) Great way to get people to think on their feet and under pressure. It’s not about what you’re selling, but it’s about how you sell it. Ask questions and get creative. You’re in control of the narrative.

@LSPARKGlobal A8. (2/2) Once product fit is confirmed within the market and messaging is clear then that is when you would look to hire an experienced sales leader to set the foundations for 🚀growth. Series A and beyond, watch this space and follow Paidiems journey. #SaaSChats

Q8. What does the sales team look like as a company grows (seed, to series A and beyond) and what key positions should be added? #SaaSChats

@LSPARKGlobal A8. (1/2) Initially someone that can test the market and put processes together to ensure there is a structure for future success. Then the next hires should be sales reps to drum up the customer base.

@LSPARKGlobal A7. (2/2) This will then mean you can maintain the element of team culture as those who are exceeding their targets will assist those who may need a hand. This not only helps the team, but develops leadership skills and a team first environment. #SaaSChats

Q7. How do you create friendly competition amongst your sales reps without cannibalizing team culture? #SaaSChats #SaaSChats

@LSPARKGlobal A7. (1/2) Although sales stats are primarily individual, it is good when having competitions to make it a team event. Split the whole team into smaller teams and have them compete that way.

@LSPARKGlobal A6. (2/2) As well as the vision, other points that will prepare the team for success are the following. A great team culture that inspires engagement, clear expectations of what is to be achieved, encourages goal setting, endless sales resources and feedback! #SaaSChats

Q6. How can founders best prepare their sales team for success? #SaaSChats

@LSPARKGlobal A6. (1/2)Providing the vision that will inspire and steer the ship. This may sound basic, but it does truly inspire the team.

@jbatley @LSPARKGlobal Love it! And 100% agree

@_Sam_Rees @LSPARKGlobal This can also flag gaps in product market fit --- when customers churn quickly, you've got an issue with the customer profile you're bringing in and/or the solution you've put in to the market. Learn from churn! #SaaSChats

Q4. There are useful metrics that will help your sales team know if they are on track or not - what are those metrics in your company and how has it helped with expectation management? #SaaSChats

@LSPARKGlobal A5. Most important would be a CRM to store all interactions, a tool to validate contact information and LinkedIn Sales Navigator. All very useful tools in their own right. #SaaSChats

Q5. What tools are useful to have to help your sales team reach peak performance? #SaaSChats

@LSPARKGlobal A4. (1/2) Timing to win & Win rate - It defines conversion, but also is a good indicator of highlighting where discrepancies in training may lie as well as highlighting what is working well.

@LSPARKGlobal A3. Important to happen as early as possible in the sales cycle. The quicker you get to a no, the sooner you will be able to focus on the leads that matter and most importantly get to that next yes. Closing deals and driving revenue are very key performance measures. #SaaSChats

Q3. A good salesperson will know how to qualify a lead - why is this important and what does that look like in your organization? #SaaSChats

@LSPARKGlobal A2. A track record of success and someone who is self motivated and always thinking about the next step. They share credit and define success collectively rather than individually. They know what is happening in a group situation and how to effectively deal with others #SaaSChats

Q2. What should you look for in a sales-oriented team member? What skills or background is useful for them to have? #SaaSChats

@LSPARKGlobal A1. (2/2) The CEO can have a positive impact, boost revenue and drive future success. If they have next to no experience in sales then I think it is best to hire out to ensure growth is not impacted. #SaaSChats

Let's get started 📣 #SaaSChats Q1. Should the founder or CEO conduct sales for your own company before hiring it out? Why or why not? #SaaSChats

@LSPARKGlobal A1. (1/2) A company founder/CEO can be a company's best asset given their level of commitment to the business! If they have experience within the sales realm previously, then they 100% should. Early on it is a good way for them to stay abreast of what is happening in the market

@LSPARKGlobal @LSPARKGlobal - Happy to be here and excited to join the other panelists for #SaaSChats! I’m Sam Rees, Director of Strategy and Business Development at Paidiem (@seizethepay). Looking forward to sharing as well as learning some sales insights!

Let’s kick things off! Panelists, we’re so excited to have you as part of this chat today 🙌 Introduce yourselves! Tell our other panelists + our guests a little bit about yourselves before we dive into question one! #SaaSChats