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It is a reflection of the larger SaaS business model that assumes large economies-of-scale and low subscription-based pricing. The result is that the SaaS sales operation needs to be managed as a tightly integrated service delivery system, like an airline or a luxury hotel, with each functional group working in tandem to deliver a coherent customer experience. It requires a motivated sales team on the front line that is backed by a strong process infrastructure and a service-oriented culture, as contrasted with the lone-wolf roadwarrior approach of traditional enterprise software.  \nTip \\#1-Instill Customer Service Excellence  \nCustomer focus is not a new idea, but the difference between theory and practice can be striking from one business to another. Achieving customer service excellence begins with values and culture, but in a high-volume business it must also be ingrained in process. The best values in the world will not help if your salesperson fails to satisfy your customer due to faulty systems or information. In fact, over time faulty service processes will erode even the strongest cultural values, because everyone will lose faith as they see the hypocrisy between what y","cbCaibuWdIsI59xy","https://ap.wps.com/l/cbCaibuWdIsI59xy","pdf",964304,10,"English","# Organization Strategy\n## Tip #1 - Instill Customer Service Excellence\n## Tip #2 - Build the Right Team for the Job and Keep it Motivated\n## Tip #3 - Kaizen\n## Sales Process Efficiency\n## Tip #4 - Set Clear, Objective Sales Goals\n## Tip #5 - Measure, Measure, Measure\n## Tip #6 - Qualify Ruthlessly, Convert Proficiently\n## Accelerating Revenue Growth\n## Tip #7 - Lever-up through Marketing\n## Tip #8 - Simplify, Standardize and Automate\n## Tip #9 - Maximize Customer Lifetime Value\n## Scale Profitably\n## Tip #10 - Match Supply to Demand\n## Tip #11 - Consistently Increase Contribution\n## Tip #12 - Fearlessly Face the Risk","[{\"question\":\"Why must SaaS sales be managed as an integrated service-delivery system?\",\"answer\":\"Because the SaaS model relies on volume and speed, the sales operation must coordinate functional groups to deliver a coherent customer experience. 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