SaaS Sales Funnel in 3 Basic Steps (Especially In The Early Days)

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Do you have an important sales call coming up that you’re nervous about? In this video, I share the basic 3-step process to an effective sales conversation (especially for SaaS Founders).

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When I started in business I couldn’t sell to save my life.

After two failed companies I decided to fix that.

My solution?

Driving around nights & weekends in my silver, 94’ Volkswagen Jetta listening to every sales audio book I could get my hands-on.

Some nights, I had Ziglar riding shotgun.

On other nights, it was Carnegie, Tracy or Hill.

And after dozens of books, I’ve distilled it down to 3 key areas:

1) Connect & Qualify
2) Needs Assessment + Close
3) Follow Up

I actually made a HUGE mistake calling this “101 stuff” because there’s nothing basic about it.

Without the time I invested, and the thousands of hours of selling under my belt it would’ve been hard to see the pattern.

Over the years, I’ve taught this to hundreds of people and they’ve gone on to close new deals in less than 30 minutes.

Nothing pumped me up more than to hear someone take a call and walk away with an order.

In this week’s video I break it down so that anyone can do this and get the same results.

One of the most important skills you can learn is to communicate with someone else, and quickly assess if you can help them.

To do that requires great questions.

So, what do you ask to get to a customer’s challenges or issues?

What do you ask to help move the sale forward?

One of my favourite questions is, “What would it take to make this a no-brainer for you?”

Leave your best question as a comment and if I see at least a dozen I’ll share a couple more.

See you in the comments!

Dan “simple isn’t always easy” Martell

Don’t forget to share this entrepreneurial advice with your friends, so they can learn too:


“You can only keep what you give away.” That’s the mantra that’s shaped Dan Martell from a struggling 20-something business owner in the Canadian Maritimes (which is waaay out east) to a successful startup founder who’s raised more than $3 million in venture funding and exited not one… not two… but three tech businesses:, Spheric and Flowtown.

You can only keep what you give away. That philosophy has led Dan to invest in 33+ early stage startups such as Udemy, Intercom, Unbounce and Foodspotting. It’s also helped him shape the future of Hootsuite as an advisor to the social media tour de force.

An activator, a tech geek, an adrenaline junkie and, yes, a romantic (ask his wife Renee), Dan has recently turned his attention to teaching startups a fundamental, little-discussed lesson that directly impacts their growth: how to scale. You’ll find not only incredible insights in every moment of every talk Dan gives – but also highly actionable takeaways that will propel your business forward. Because Dan gives freely of all that he knows. After all, you can only keep what you give away.

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