Are you looking for some inspiration to help get your SaaS sales off the ground?
With so much sales literature and content online as well as a plethora of hyped-up sales “gurus” offering advice, it’s easy to get sucked into the browsing rabbit hole. Sometimes it’s refreshing just to go back to basics with a good old fashioned book.
So to help you select your next educational read, we’ve listed and reviewed the top three books you should have on your shelf this autumn.
‘The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million’, by Mark Roberge
Mark Roberge is an MIT alumnus, former CRO at HubSpot and currently a senior lecturer at Harvard Business School. In his bestseller, The Sales Acceleration Formula, he questions the traditional approach to sales growth and shows readers how to leverage data, technology and inbound sales to step up their efforts.
Roberge suggests that the hiring, onboarding and development process for your sales team is the cornerstone to building successful, scalable businesses. The book refers to the following key elements:
- Sales hiring
- Sales training
- Sales management
- Demand generation
This is valuable content for anyone interested in SaaS sales as it addresses a critical industry pain point: scaling sales. Roberge shows readers that there is a formula for growing sustainably and uses his scientific background to effectively articulate his theories without overwhelming readers with too many equations. For anyone who has been mystified by tonnes of sales success woo-woo, this myth-busting book will show a tactical approach to growing your business and measuring your results.
‘To Sell is Human: The Surprising Truth About Moving Others’, by Daniel Pink
For some, selling is an awkward and off-putting concept. For others, it’s a natural interaction. In To Sell is Human, Daniel Pink extracts and expands on key social science data to illustrate how selling is a central component of our daily communication. Whether we’re convincing our children to eat their vegetables or hoping that by making subtle hints about the state of the lawn, our spouses will take the desired action, we are all selling something.
Pink teaches readers to minimise rejection in their sales processes (and you’ll know all about that as a SaaS seller) by attuning to the buyer persona and understanding the motives at the core of their purchasing decision.
This is a fantastic book to read when formulating your sales strategy and particularly helpful when mapping out your buyer’s journey. If you’re looking to develop an inbound marketing approach to your SaaS sales, this is the book for you.
"Less a book about the conniving tricks of this slippery trade, and more of a human guide to how sales might work and be successful in the 21st century."
— The Observer
‘Blueprints for a SaaS Sales Organisation’ by, Jacco van der Kooij
Finding a book that is specifically tailored for SaaS sales is tricky enough; finding a good one is even harder. But with glowing Amazon reviews, van der Kooij has really created a go-to guide for SaaS sales teams.
The book provides readers with solutions and examples of how other businesses have forged ahead while tackling common industry-related problems. If you’re at the start of your SaaS sales journey, this is a fantastic resource to enrich your knowledge. Blueprints is a highly readable and engaging piece of content that provides concise information, supported by visual aids and applicable tips.
We’d love to know if you’ve read any of these books and how you implemented the advice in your own SaaS sales process. Or, if after padding out your knowledge you know feel inspired to take the next step in your digital growth journey, get in touch with us.