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Selling SaaS when the buyer is on the other side of a screen
In-depth, practical guides for people who sell software: discovery, demos, buying committees, objections, follow-up and the handoff to onboarding. Each article is built on published research and well-known sales books, and lists its sources at the end so you can check them.
By Bizcomco Inc., the operator of Help99. Last updated .
Remote selling9 min readPublished
Why SaaS Is Now Sold on a Shared Screen
Buyers do most of their research alone, so the few calls you get matter more. How to use them to help buyers see, check and decide.
Discovery10 min readPublished
SPIN Discovery Questions for SaaS Sales Calls
Neil Rackham's research on 35,000 sales calls, turned into discovery questions, a call plan and habits that keep it from feeling like an interrogation.
Demos9 min readPublished
The SaaS Demo Without the Product Tour
Start with the result the buyer asked for, show the shortest path to it and stop when the point is proven.
Sales methods9 min readPublished
Teach, Tailor, Take Control: Challenger Selling on a Video Call
What the Challenger research found, what it does not mean, and how to teach a buyer something new on a shared screen.
Deal strategy10 min readPublished
Losing Deals to No Decision: How to Reduce Buyer Indecision
Many stalled deals are not about the status quo but about fear of choosing wrong. The JOLT research and what to do instead of pushing harder.
Pipeline9 min readPublished
Speed to Lead: Responding to Inbound Leads Within the Hour
Why the first hour after a demo request matters so much, why most teams are slow, and how to build a fast, useful first contact.
Deal strategy9 min readPublished
Selling to a Buying Committee: Helping Your Champion Win
Find the person who can move the group, tailor to shared goals instead of individual wishes, and equip your champion for the meetings you miss.
Objections9 min readPublished
Handling Sales Objections by Showing, Not Telling
Acknowledge the feeling, find the real concern with good questions, then answer it with evidence on screen instead of another claim.
Customer success9 min readPublished
From Closed-Won to Live Customer: The Sales-to-Success Handoff
Pass on the customer's goal, constraints and every promise made, and stay visible until they see the first real result.
Remote selling9 min readPublished
Remote Sales Meetings That Hold Attention
What research on attention, video fatigue and cognitive load means for the length, pace and screen design of your sales calls.
This blog is written by the team behind Help99, a browser-based screen-sharing tool for support and sales. For how screen sharing itself works, read the Learn articles. Have a code from an agent? Enter it here.