Sales as a Science delivered by Winning by Design (AWS Summit Berlin 2019)

As software moves to the cloud and pricing moves to subscription or land and expand models, sales methods must change too. Initial deal sizes are smaller, sales cycles are shorter, and sales teams ever less experienced. As a result, you can no longer rely on rockstar salespeople each doing it their own way. Instead, you must treat sales as a science and enable sales teams with a data-driven and process-driven approach. You must also extend your sales method to also cover sales development, inside sales, and customer success. In this presentation, you will learn the blueprints and playbooks of The SaaS Sales Method, which extends and modernizes existing sales methods. You will learn how to build a SaaS Sales Organization from scratch, including the data infrastructure, sales process, and organizational design used by Software as a Service providers from Adobe to Zenefits. You will learn how to accelerate your growth rate and reduce your cost of sales by treating sales as a science. TeamViewer will illustrate the implication of the switch from a perpetual to a subscription-based model on a sales organization. Speakers: Andy Farquharson, Winning By Design & Konstantin Eber, TeamViewer

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Leveraging AWS Marketplace: Sell your application the way customers want to buy (AWS Summit Berlin 2019)
Leveraging AWS Marketplace: Sell your application the way customers want to buy (AWS Summit Berlin 2019)

AWS Marketplace provides AWS customers with B2B software with a route to market. In this session, we will f...