Is SaaS sales really all that different from traditional B2B sales?

Steli Efti says the answer is complex. He is the Co-founder and CEO of Close.io, an inside sales communication platform that helps salespeople close more deals. Prior to founding Close.io in 2013, Steli started Elastic Sales, which helped more than 200 venture-backed startups scale their sales processes. He has personally seen many SaaS companies struggle because sales reps aren’t prioritizing the right prospects.

“When you’re selling a subscription product, you can’t afford to sell to someone that won’t be successful using your product,” he explained. “In SaaS, the customer has to buy again every single month. If you sell to the wrong person, they’re going to require a ton of support, then they’re going to churn, and that leads to a bad reputation for your business.”  

In the latest episode of Ramp, Steli explains how to motivate SaaS sales reps to disqualify prospects early on and target the right customers.