An Overview of Enterprise SaaS Sales Function

Enterprise SaaS Sales Function Primer

Sales has always been the backbone of business, but the rise of digital products - namely software - has made the sales function an even more critical lever for growth. Why? Unlike physical goods, software can be sold an infinite number of times without replenishing inventory. In the world of SaaS (Software-as-a-Service), every extra dollar invested in selling has the potential to compound returns over time. Perhaps the most intricate form of B2B sales today is Enterprise SaaS sales. Selling SaaS to enterprises isn’t about charismatic reps with slick pitches—it’s a carefully choreographed process. Why? Enterprise sales cycles are longer, requiring buy-in from multiple stakeholders and seamless integration with complex systems. And it doesn’t stop at closing the deal—retaining customers year after year is what makes or breaks the business.

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In this primer, we’ll explore how enterprise SaaS sales works: the stages of the sales cycle, the processes that support it, the people and teams involved, how it’s measured, and the technology that powers it.

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Course: 6 Chapters

Est. time: 45 mins

What's Covered In This Primer?

Introduction

Sales Cycle Activities

Supporting Activities

People

Metrics

Technology

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Chapter 1 Breakdown

Overview of Enterprise SaaS Sales

Chapter 2 Breakdown

Understanding the main steps in the Pre-Deal stage
Understanding the main steps in the Deal stage
Understanding the main steps in the Post-Deal stage

Chapter 3 Breakdown

Sales Management: Understanding the activities that support the sales process
People Management: Understanding the activities that support the salespeople

Chapter 4 Breakdown

Understanding the people in an Enterprise SaaS sales function and how they are organized

Chapter 5 Breakdown

Understanding how sales performance is monitored and measured

Chapter 6 Breakdown

Understanding the main technology tools that support an Enterprise SaaS Sales Function

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Enterprise SaaS Sales Function Trends

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