Sales Saas Masterclass

A comprehensive course on Tech/SaaS sales, that will take you from understanding the industry to closing 6 figure deals, and what you need to know to land your ideal tech sales job.

This program led by real, practicing sales reps, offers a unique 70/20/10 learning experience, providing skills and knowledge to excel in SaaS sales and secure your future in the ever-growing SaaS industry.

Supercharge your skills and reach new heights

What you’ll learn

Crafting the blueprint for SaaS and B2B Enterprise Sales
Exploring the dynamic opportunities within high performing SaaS sales teams
Identifying ideal customer profiles (ICPs) and conducting competitor analysis
Real-World Sales Methodologies and Techniques
Advanced techniques for crafting irresistible value proposition
How to close 6 figure multi-year deals
How to remain competitive in top SaaS companies: a guide for senior candidates

Who is this course for / is the course right for you

You work in sales but want to break into Tech/SaaS sales
You have experience in other areas but aspire to transition in Tech/SaaS sales
You have sales experience and are eager to enhance your skills with latest knowledge and methods
You possess these sales skills: effective communication, empathy, customer focus, grit, technical capacity and resilience

Requirements/Fit and Proper Criteria

Admission isn’t guaranteed for everyone who applies
The motivational letter bears weight. Show your X factor and why should we choose you?
You might have a behavioral interview on the “open day”
Experience in tech or global companies is preferred

Ideal Student Profile

Passionately believes in and wants to build new startups
Young and ambitious aged between 18 and 36
Seek a mission-driven culture with mentorship, agility and minimal bureaucracy
Eager to learn, advance career, and experience personal growth
‘Growing pie’ mindset, innovative, risk-taker
Intrinsically motivated, preservers when pursuing long-term goals
Strong integrity and work ethic

Skills you’ll gain

Market Research and Prospecting
Lead Generation
Value Proposition Development
Sales Techniques

Effective Sales Psychology and Communication
Sales Funnel Management
Closing Skills
Customer Relationship Management

Supercharge your skills and reach new heights

Core Curiculim

	
	   
		    
		  
			
            Week 1: Introduction to Saas Sales
            
            
                
                    
SaaS and B2B Enterprise Sales Overview
                    - Understanding the SaaS industry
                    - Sales process overview
                    - Sales Tools overview
                    Sales Roles and Responsibilities
                    - Different roles within a sales team
                    - Sales psychology and communication skills
                
            
		  
		  
		    
		  
			
            Week 2: Product knowledge and target market
            
                
                    
 Product Knowledge
                    - Deep dive into your SaaS product (JobPts)
                    - Value proposition and unique selling points
                    Target Market Identification
                    - Ideal customer profiles (ICPs)
                    - Market segmentation & Competitor analysis
                
            
		  
		  
		    
		  
			
            Week 3: Prospecting and sales outreach
            
                
                    
Prospecting
                    - Lead Generation Tactics (Growth Hacking)
                    - Creating a prospecting plan (Account, Personas, Messaging Sequence)
                    Outreach
                    - Leveraging phone, email and social media
                    - Outreach Best Practices
                
            
		  
		  
            
		  
			
            Homework: Sales ethics and compliance
            
                
                    
Ethical Selling
                    - Ethical considerations in SaaS sales
                    - Compliance with industry regulations
                    Handling Ethical Dilemmas
                    - Case studies and ethical decision-making
                
            
		  
		  
	   
	   
		    
		  
			
            Week 4: Qualifing and discovery
            
                
                    
Qualification Techniques
                    - BANT (Budget, Authority, Need, Timeline)
                    - Asking probing questions
                    Conducting Discovery Calls
                    - Understanding customer pain points and needs
                    - Active listening skills
                
            
		  
		    
		  
			
            Week 5: Sales presentations and demonstrations
            
                
                    
Creating Compelling Sales Presentations
                    - Structuring a sales pitch
                    - Storytelling in sales
                    Product Demonstrations
                    - Delivering effective product demos
                    - Provide a clear and compelling call to action
                
            
			 
		  
            
		  
			
            Week 6: Joint success planning and closing deals
            
                
                    
Closing Stage
                    - Handling objections and objections-handling frameworks
                    - Joint success planning - objectives, the implementation timeline, and milestones
                    Negotiation and Pricing Strategies
                    - Effective negotiation tactics
                    - Value-based pricing
                
            
		  
		  
            
		  
			
            Homework: Career development and advancement
            
                
                    
Sales Career Paths
                    - Sales management and leadership roles
                    - Career progression in SaaS sales
                    Personal Development and Networking
                    - Building a personal brand
                    - Networking in the SaaS industry

Lecturer

Mile Prodanov

Mile Prodanov is an experienced Account Manager at Semos Cloud, specializing in Employee Rewards and Recognition. With a track record of success, he has a strong focus on enhancing workplace culture and boosting employee engagement. Mile’s practical skills include expertise in SaaS Sales, international sales, and consultative selling. He played a crucial role in developing innovative solutions , aimed at improving employee engagement and streamlining processes. He is deeply passionate about creating a healthy workplace culture and promoting work-life balance. His experience includes holding key positions at an international professional development institute, a marketing agency, and a bank, where he honed his skills in sales and client relationship management. Mile is driven by the desire to inspire others to dream and learn, aiming to make a significant positive impact in the business world.

Guest Lecturers

Head of People Success

Pricing Model

Class format and structure

· 2 times per week (Mon-Thu or Tue-Fri) 17-20h On-Site
· Session format: 75min lecture / 30min break / 75min lecture
· 70/20/10 hands on/ peers/ homework format
· Learning by teaching – see it, do it, teach it
· Written assignments (email, deck, battle plan)
· Video presentation (story telling)
· Cold outreach to real leads