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hi Ranieri chuckle and I love to share review my passion for sales for starters I want to talk about the sales methodology now for the past decades when we've used is a very traditional sales method called the funnel and his funnel was based on you going off through three particular phases awareness selection and education but I want to share with you where we can improve that based on a modern approach to sales we call this a sass-mouth addala G now I start off with what the framework originally looked like originally the framework of all it started off with solution selling and what we noticed with solution selling is that a client come to us and they already know that they have the problem and they already know what the solution is the problem is known and the solution is known and when they do that when they know the problem and the solution when they come to us all we look at solution selling now if we look at it from our perspective the next perspective say okay where do we go from here we can see that there's also methodology called consultative selling and in consultative selling what we are doing we're consulting for the customer we're helping them realize which problem that they're having and then over the past years we have experienced a new form of a new methodology called provocative selling this provocative came from the from the bubble burst around 2003 and customers Sulli weren't buying new and innovative technology anymore traditionally and so provocative selling really explains to the customer more problem that they're having then explaining them why they should pick a certain solution to get the customer to commit now all these models are really good but what we found is that we've SAS this is not where the money is being made the money is being made on the back end of this and so we need three new stages and what we need in the new stage is we need a different way of looking at things what we traditionally look that down here this was creating awareness and the awareness is creating do I have a problem not then this was education on the different options education and in the last part is helped a customer sue selection now it starts to point what's gonna happen here what's happened next they were onboarding a client and we're trying them in that onboarding we're trying to get them to first used to a live client and following the onboarding we want to make sure that they start to use the product and when they use the product what they're really experience is what we call impact and that impact delivers is a recurring revenue stream I call it Emma are some of you may call it a her if I keep growing the customer either by renewing all forms then I achieve over it over a period of the of the lifetime I achieve what we call a lifetime value now if you look at this methodology then we start seeing that hey what do we call these things down here chuckle what are we doing missing well in order to get to command I'm music and SQL sales qualified lead in order to get to an SQL I'm using a marketing qualified lead and in order to get to a marketing qualified lead I'm gonna need prospects now what I'm doing is I'm creating awareness with prospects they become a marketing qualified lead for example they're visiting my my website and they're taking some action on my website a webinar and subscribing to a webinar or download or something like that they're interested I start a conversation with them and I got them to become a sales qualified lead if they want to talk after my engagement to sales they become a sales qualified lead if sales then accepts that lead and says like actually y'all like their call there they are capable there's impact and critical event then I call it a sales accepted lead I don't want you to think too hard about sales qualified to sales accepted what's go for if we could consider this to be a sales accepted obscure opportunity which suddenly all clear right those qualified leads sales accepted lead then we go through a series of seal stages and then we get to commit after the commit onboarding we go live use an impact brings us recurring revenue we grow the business by upsell cross-sell or renewal and it gives us a lifetime value right you see this is the methodology and what we have been missing for far too long is a methodology that goes from all the way from here to here week all this DeSales method now it is important for us to know if thats a sales method that it doesn't replace all the other methodologies it's not like oh I have to do and forget about everything else totally not it essentially leverages all the other methodologies let me explain that if I start putting some rolls on top of that if I describe hey who is actually doing this solution selling it towards the end which which which part of the organization is responsible for the SIL well obviously that is this sales organization and which part is responsible down here for you awareness is generally marketing what sits in between prospecting what sits on this side while the on border in many cases people use customer success for this and towards the back end what is happening down here is often a form of account management they are dependent on the size of company you may also find that in some cases customers cassettes or or goes back to sales account management now this gives us an organization of the entire SAS salesmen if we start to see different phases covering it from end to end and it gives us an ID and a framework to work with that is the methodology what we see in is methodology it is geared towards a recurring revenue stream and that is the key of the SAS sales method it combines and leverages all the previous methodologies it may use a provocative outbound prospecting 'tony technique a consultative sales technique with a solution sell and that essentially is what we see today with many high velocity sales organizations they use they provoke the the end customer they could provide then a consultative sales technique through disc discovery and demo call and then they use the solution of solution sales that need to close them that isn't an ID in order to how to get to the joint commit with that I've hope to have given you a quick view on how the SAS sales methodology looks and feels [Music]