Anxious to learn how to shorten your SaaS sales cycle by quantifying success with an enterprise business case approach to sales?
Yes? Then you’ll get a lot of value from this interview with Mark J. Goad of SAP.io, which is SAP’s corporate accelerator team.
We learn Mark’s 3-step approach to building a bullet proof business case and how he’s taken his enterprise sales experience and applied it to shortening the sales cycle for SaaS start-ups and SMBs.
The big surprise in this interview is even though the data can establish the value of a rock solid business case, there is an important ingredient that should not be overlooked.
Please let us know how you’ve applied a business case approach to shortening your sales cycle. What success have you seen? We’d love to know and we’ll share it with the salesquants community.