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🎧  Mastering Data-Driven Sales in SaaS
Podcast Sales Performance / PodCast / May 7, 2024 / Posted by Ray Rike / 26

🎧 Mastering Data-Driven Sales in SaaS


In this podcast episode, John Golden from Sales POP! Online Sales Magazine and Pipeline CRM hosts Ray Rike, a seasoned subscription software leader and co-author of “Data and Diagnosis Driven Selling.” They discuss the intricacies of sales in the unique microclimates of San Francisco, the necessity of a data-driven sales process, and the difference between sales methodology and process. Ray shares insights from his book, co-authored with Bob Scarpa, Mark Petrucci, and Paul McQueary, on identifying ideal customer profiles and using intent data for targeted outreach. They explore the importance of business diagnosis, solution design, and AI’s role in enhancing sales processes by predicting deal closures and identifying key decision-makers. Ray concludes by recommending his book to those seeking a data-informed sales approach and discussing his work on a benchmarking database for the software industry.

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About Author

Ray Rike has over 30 years experience in subscription software leadership and has led go-to-market teams across marketing, sales, customer success, and professional services at multiple SaaS companies. He is co-author of: Data and Diagnosis Driven Selling (TechGro Media, November 29, 2023). Learn more at Data Driven Selling


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