You might be new to SaaS products, or even been doing it for awhile – SaaS Sales aren’t easy. Figuring out how to generate sales for SaaS products might seem like a pretty daunting task. Selling software products might seem very lucrative, but it’s really challenging to generate leads and close them.
What SaaS sales is all about, and how do you go about selling your SaaS to qualified leads? Let’s dive deeper.
The idea of engaging a lead over traditional channels like email and phone is quickly going stale as most salespeople have crowded towards them. Apart from this – working professionals, who make up for B2B buyers and users, tend to spend less time on these channels.
This drives down the conversions on these channels, and makes it difficult for lead generation and sales functions to keep up. Which is where social selling comes in.
Selling products or services to businesses and professionals can be tough. Most businesses are built and operated differently, which means each of them will have unique challenges to solve and corresponding needs from your product. Which is unlike selling to consumers, who have common needs and wants.
Having a sales process in place that caters to every businesses’ needs can be crucial to hitting revenue goals consistently, and driving growth. Which is why you need a well thought out B2B Sales strategy in place.
B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. It has rapidly evolved and is among the most popular ways to sell to businesses online.
With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model.
When it comes to nurturing and closing leads, sales calls take up a lot of your team’s time and resources. They are probably the most important and impactful communication channel for your sales team. This is why there needs to be solid processes and steps in place on how to make a sales call. When done correctly, a sales call process will enable you in making successful sales calls, repeatedly and predictively.
Sales teams exist to help potential customers know the product better and clear their queries, so they can make an informed purchase decision. But there will be times where you and your team will face tricky sales objections and questions, putting you in a tough spot.
Leads can be picky in ways you cannot imagine — after all, they’re supposed to be your customers, and pay you, so they have every right to do so.
When new leads are generated and added to your sales pipeline, not all of them convert. The challenge for sales is then to only focus on intent-rich leads, which is where you need to know them better. Sales qualifying questions help you gather information from your prospects, which later helps you filter out high intent leads.
Trying to find the right people to sell to within your target organization or account can be tricky. Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process.
Do you send out a lot of cold and warm sales emails, and get low open rates, and responses like “I found your message in the Spam/Promotions folder”? Turns out – hitting send on the emails isn’t good enough to have them get straight to your prospects. You need to improve your email deliverability too.
With the majority of professional communications happening over online mediums, email makes for an important part of sales operations. Most of which comes down to following-up and nurturing, which when executed using email sequence, can generate great results.
Increase your reply rates by 2X
