Change the SaaS
Change Management and Stakeholder Alignment Essentials for SaaS SDRs, BDRs, AEs, and CSMsBy Whitney Stout, JD
Length5h 17m
About this audiobook
Buying software means changing how people work. And the people who approve the purchase, use the product, and decide whether to renew often have very different ideas about whether that change is worth the trouble.
Change the SaaS brings change management and stakeholder alignment into the everyday work of SaaS sales and customer success. Written for SDRs, BDRs, account executives, and customer success managers, it explores what happens between a promising conversation and a customer actually getting value—and what you can do to help.
Audiobook details
GenreBusiness and Economics, Self-Help
Length5 hrs 17 mins
Narrated byListen with 1,000+ voices
FormateBook with Audio
Publish dateOct 26, 2026
LanguageEnglish
Table of contents
1Disclaimer
2A Note on AI
3Epigraph
4Opening: Who Owns Product Adoption?
5Part 1: Prospecting
Show all chaptersShow less
6Chapter 1: Why Prospects Say “Not Interested” Right Away
7Chapter 2: How to Find the Decision Maker before Outreach
8Chapter 3: Trigger Events and Why Timing Matters in Sales
9Chapter 4: When a Prospect Says No or Ghosts You
10Chapter 5: The SDR to AE Handoff
11Part 2: Closing the Deal
12Chapter 6: Getting End Users into the Deal
13Chapter 7: Losing Deals to No Decision
14Chapter 8: How to Help Your Champion Sell Internally
15Chapter 9: The Sales to Customer Success Handoff
16Part 3: Onboarding and Adoption
17Chapter 10: How to Plan a Customer Kickoff
18Chapter 11: When an Implementation Stalls or the Product Changes
19Chapter 12: Why Customer Usage Drops after Onboarding
20Chapter 13: When Is the Renewal Decided?
21Close: What the Revenue Team Gains
22Resources
23SDR account assessment
24SDR no and silence record
25SDR to AE handoff
26AE buying group and end user map
27AE stalled decision worksheet
28AE and champion internal brief
29AE to CSM promise register
30Customer and vendor shared success plan
31CSM kickoff and DANCE plan
32CSM Nurture update and Clarify record
33CSM product change notice
34CSM drift signal and response log
35CSM renewal review and later group plan
36Glossary
37Topic guide
38Where to go from here
39About the author
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