Outbound and full-cycle sales for software and technology companies
Software sales is the most competitive outbound market in the world, and most SaaS companies are running it with a founder and a Calendly link. We put an SDR on the list and an AE on the demo.
Our reps have used the tools they're selling into: CRM, sequencing, dialler. They don't need to be taught what a pipeline stage is.
Reply rates on generic sequences have collapsed. The sequences that still work are researched per account, short, and sent by a person. That's our lead generation model, and it's why our numbers don't look like everyone else's.
Who buys, and what they care about
Department head
Whether it solves the thing they're being measured on this quarter.
IT / security
Integration, data, compliance.
Finance
Seat count, term, and what happens at renewal.
How long the sale takes
Two weeks to three months, by deal size.
Where the leads come from
Accounts researched for tech stack, headcount signals and hiring patterns.
What our reps must know
- Running a discovery call that earns the demo
- Demoing to the problem, not the feature list
- Multi-threading a deal
- Handling 'we already use X'
Questions about selling in saaS & technology
- Yes, with a technical AE. Tell us the product on the call.
Get the number
Thirty minutes with Matt. Tell him what you sell and how many seats you're thinking about. He'll give you a figure, not a range.