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Top 7 Sales Books for Sellers of SaaS – for Spring Break 2019

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Yes, the author has actually built a $100 million business himself – a little company called Hubspot. When you’re trying to stand out in the crowded SaaS marketplace, features and benefits aren’t going to get buyer attention. The Sales Acceleration Formula – by Mark Roberge. Sound familiar?).

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How to Use the Tech Stack to Displace Competitors

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If the incumbent vendor – your competitor – lacks any feature that you have, Battey says, you can ask your prospect how they’re going about gaining the value your feature gives. ” Let’s take this a step farther. You already know they simply don’t have it.). You have employees with an obvious need.