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In a perfect world, a prospect would come to your website, see how great your product is and rush to sign up for your most expensive plan right away!

Yet, SaaS sales is not all rainbows and unicorns. It might take some pushing and pulling to seal the deal. Apart from intricate nurturing sequences and follow-ups, there are many situations when you need to jump in and close the sale personally.

Working in SaaS sales for over 4 years (and 9 years in software sales in general), I’ve had my share of objections and tough customers. But I’ve managed to close a ton of deals too and learned a lesson or two along the way.

In this article, I’d like to share some proven tactics that can help you close more deals.