How do you drive sales? Set territories, pricing, metrics, and quotas? Build a team? Be a leader? Today’s episode features a panel discussion on Software as a Service (SaaS) sales and scaling hosted by Jono Landon, founder and CEO of Hubbli. Panelists include Cheryl Fearon, Zensurance sales director; Bram Belzberg, KEV Group CEO; Jordan Grant, Zafin head of business development; and Nick Kozmin, Salesprocess.io founder.  Topics Include: What is sales? Mastering a craft, learning every day, figuring out what works, and how to make it better and easier for customers and team members KEV Group’s growth lifecycle due to product, pricing, and positioning innovation Salesprocess.io started to help SaaS startups scale successfully through product-market fit, lead generation, selling, and closing  Sales Strategies and Metrics: Selling hasn’t changed, but marketing technology and tools make an impact  Sales Sprints: Implement weekly, monthly, and yearly goals and action items to achieve Successful Strategies to Scale: Hiring practices and personality tests to find top talent that fit with a company’s culture and onboarding process Ideal Customer Profile: Required characteristics of potential prospects include asset size, interviews, and value of solution Conducive and Compelling Candidates: Competencies, hard work, and diligence may not be enough or make someone worthy of position Art of Sales: Customize, interpret, develop, and deliver message to get customers   Content Marketing: What should you do to solve your problem? How can you solve the problem by purchasing a solution?  Salary, Commissions, Compensation, and Bonuses: Different business models that generate motivation and participation    Links and Resources: Hubbli Jono Landon on LinkedIn Cheryl Fearon on LinkedIn Zensurance Bram Belzberg on LinkedIn KEV Group Jordan Grant on LinkedIn Zafin Nick Kozmin on LinkedIn Salesprocess.io  Toronto Software as a Service (SaaS) Meetup Group Predictable Revenue by Aaron Ross Trello Caliper Test Salesforce Salesforce Methodology SalesLoft Mixmax Zendesk ConnectAndSell HubSpot ActiveCampaign Close.io Calendly Google Analytics Zapier Ring Central Zoom GoToWebinar  Quotes/Tweets: “Sales is like mastering a craft. It’s about learning every single day on what works, what doesn’t work, and how do you make it better and easier for your customer and your team.” Cheryl Fearon “Selling hasn’t changed, but marketing has changed to make an impact.” Nick Kozmin “Solve one problem for one person.” Jordan Grant “Any good sales leader is going to be...agile. They will try and test a million different things.” Bram Belzberg