The State of Sales Methodologies in B2B SaaS

A structured sales methodology can have a profound impact on revenue performance, but implementation is often a major change management exercise. This research report shines a bright light on the path forward for B2B SaaS companies.

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400 Customer and Revenue Leaders Surveyed

In the summer of 2020, MetaCX and Revenue Collective surveyed 400 customer and revenue leaders within North American B2B SaaS companies to ask them about their sales methodologies. We were interested in understanding the relative performance of different methodologies, adoption and usage by different functions and teams, how these methodologies are implemented and operationalized, and the various roles and stakeholders associated with these initiatives.

As context, we offered the following definition for a sales methodology:

A framework that outlines how sellers approach each phase of the sales process, including the steps that are taken, the criteria for advancing a deal, and the process for identifying and validating customer pains, defining and proposing solutions, and measuring value realization.

Examples of sales methodologies cited in this research include Solution Selling, Challenger, FORCE, MEDDIC, SPIN, NEAT, Miller Heiman, Sandler, and others.

This survey was administered by a professional market research firm, using industry accepted practices for survey design, data collection, and statistical analysis.

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