Is SaaS sales really all that different from traditional B2B sales?

Steli Efti says the answer is complex. He is the Co-founder and CEO of, an inside sales communication platform that helps salespeople close more deals. Prior to founding in 2013, Steli started Elastic Sales, which helped more than 200 venture-backed startups scale their sales processes. He has personally seen many SaaS companies struggle because sales reps aren’t prioritizing the right prospects.

“When you’re selling a subscription product, you can’t afford to sell to someone that won’t be successful using your product,” he explained. “In SaaS, the customer has to buy again every single month. If you sell to the wrong person, they’re going to require a ton of support, then they’re going to churn, and that leads to a bad reputation for your business.”  

In the latest episode of Ramp, Steli explains how to motivate SaaS sales reps to disqualify prospects early on and target the right customers.

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Though SaaS presents specific sales challenges, it’s still sales. Steli explained that some aspects of sales will always be true — no matter the industry, vertical, or environment.

“Truly understanding how to ask the right questions, understanding your prospect’s challenges, and then helping them through those challenges, and going for the close — these things will always be valuable, especially when the buying process is complex,” he noted. “The fundamentals of how to sell well will always stay true, they are no different in SaaS than in any other field.”

In this exclusive 26 minute episode, Steli shared:

  • The sales performance metrics he always tracks
  • Why calls inbound leads within 5 minutes
  • How to become a trusted advisor to SaaS prospects
  • …and much more

Learn both the foundational and specialized sales skills you need to succeed in SaaS in the latest episode of Ramp.

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