misaligned roles, missed follow-ups, and misunderstanding what makes a sales pro thrive
In this 300th episode of SaaS Fuel, Jeff Mains sits down with powerhouse sales coach Kristie Jones, author of Selling Your Way In. Together, they break down how SaaS companies can build accountable sales teams, re-engage cold deals, and align salespeople with their true superpowers.
If your CRM is full of “closed lost” deals, this episode shows you how to revive them, build a seven-touch re-engagement plan, and stop leaving revenue on the table.
🔑 Topics covered:
- The real reason SaaS reps miss quota
- How to uncover your reps’ sales superpowers
- Turning closed-lost deals into future wins
- Why the wrong sales roles kill pipeline performance
- Building sales teams that own their pipeline
- Making follow-up a value-add (not spam)
Key Takeaways
00:00 - Why unrealistic VC targets are crushing SaaS teams
02:05 - How closed-lost deals can come back to life
02:53 - A smarter follow-up strategy that builds trust
05:03 - What’s really holding back SaaS sales teams?
07:35 - Teaching reps to own their pipeline
12:25 - Why "closed-lost" doesn't mean lost forever
14:01 - Selling to “not right now” instead of “no”
18:19 - How to align salespeople with their superpowers
24:27 - Rethinking the SDR-first sales career path
26:02 - Matching sales roles to strengths and company stage
36:28 - How to hire (and fire) the right reps
40:14 - Diagnosing quota problems: rep, process, or market?
48:28 - Listening better to your prospects
Tweetable Quotes
"Stop trying to make every seller an SDR. Play to their strengths." — Kristie Jones
"A closed-lost deal today might just be a 'not right now' deal waiting for your follow-up." — Jeff Mains
"Great sales teams don’t just chase leads—they build trust over time." — Kristie Jones
"Quota attainment problems often start with misaligned roles, not bad reps." — Kristie Jones
"Your pipeline is your responsibility. Waiting for marketing isn’t a strategy." — Jeff Mains
"The bar for thoughtful follow-up is so low. Just show up with value and you’ll stand out." — Kristie Jones
SaaS Leadership Lessons
- Stop forcing reps into one-size-fits-all roles. Every seller has a superpower—find it and build their process around it.
- Closed-lost isn’t dead. Most deals stall from indecision or bad timing, not competitors. Revisit them.
- Sales follow-up is an art. Add value in every touch, not spam. Focus on nurturing trust over chasing quick wins.
- Pipeline ownership beats lead dependency. Teach reps to prospect and fill their own pipeline—not just wait for inbound leads.
- Hiring the wrong rep for the wrong stage kills growth. Early-stage SaaS needs a different seller than late-stage scale.
- Quota problems aren't always people problems. Sometimes it's your process, market positioning, or the wrong sales motion for your stage.
Guest Resources
Email - kristie@kristiekjones.com
Website - http://www.kristiekjones.com/ - http://www.kristiekjones.com/saasfuel
Popular Podcasts
Fudd Around And Find Out
UConn basketball star Azzi Fudd brings her championship swag to iHeart Women’s Sports with Fudd Around and Find Out, a weekly podcast that takes fans along for the ride as Azzi spends her final year of college trying to reclaim the National Championship and prepare to be a first round WNBA draft pick. Ever wonder what it’s like to be a world-class athlete in the public spotlight while still managing schoolwork, friendships and family time? It’s time to Fudd Around and Find Out!
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
The Breakfast Club
The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!