In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jacco Van Der Kooij, the founder and Managing Partner of Winning by Design. They delve into the various aspects of successful SaaS sales teams and businesses.
Jacco highlights the common tendency of companies to excessively invest in tools as a way to make up for skill deficiencies. He stresses the significance of prioritizing skill training over superficial items such as branded merchandise.
To illustrate this point, he shares an anecdote about a company that decided against printing training materials for a course due to the high expenses involved, but ended up spending even more money on distributing $8 branded jackets at a conference. While acknowledging the value of tools, Jacco suggests that placing a greater emphasis on developing employee skills should be the primary focus.
Key Highlights include:
Episode 1 -
- What makes an exceptional SaaS Sales Team - 03:15
- Bridging the gap: sales and the buying process - 7:00
- The pitfall of unskilled labor - 16:20
- Breaking the bank: reconsidering excessive tool spending - 19:10
Episode 2 -
- Growth Strategies: Scalable, Sustainable, and Durable Approaches - 27:36
- Beyond $10 Million: Navigating Recurring Revenue Milestones - 30:16
- The 5-Year Cycle: Adapting to Evolving Sales Dynamics - 39:16
- Resolving Sales Challenges - 44:30
Discover the different types of growth and how they impact long-term success. Be sure to tune in to the two-part podcast episode of The Art & Science of Complex Sales Podcast.