Selling SaaS can be challenging. With so many options to choose from regarding customer segments, pricing, messaging, and sales channels, making sales decisions can be overwhelming.

When you add customer behaviour, market trends, and competition to the mix, it gets even harder. Luckily, SaaS sales doesn't have to be so hard.

Over the years, I’ve realised that most of my sales and customer success decisions are governed by a system of logical rules. Not intuition or luck, just simple rules. Sure, sales talent helps, but a lot of what makes a successful SaaS sales strategy can be learned.

Having a system of logical rules helps you efficiently make informed sales decisions. Without a logical system, you’re just going through the motions hoping for the best.

I love rules and logic, but sales decisions are rarely black and white. Rather than strict rules that you must follow, think of the advice in this book as helpful guidelines that work well in most cases.

I wish I’d known these guidelines when I first started out in SaaS sales. They’re a culmination of nearly a decade working as a sales professional in the SaaS industry.

My hope is that they’ll help you gain years of experience in a matter of hours and grow your customer base.