Jacco van der Kooji, founder of Winning by Design, developed this sales methodology as a way to improve on the transitional sales funnel that leads customers through the awareness, selection, and education stages. Jacco notes that other sales models, such as Solution Selling and Consultative Selling, expertly work customers through this funnel, but he recognized that SaaS companies actually make their money after the initial close. His modern approach to sales includes additional stages—onboarding, using/impacting, and growing—to develop a recurring revenue stream and achieve lifetime value.

Strengths: This methodology from Winning by Design helps sales teams grow their clients to continue bringing in revenue past the initial commit.

Best used when: Working in SaaS (Software as a Service) or similar distribution models.

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