SaaS, Software as a Service, or SaaS marketing agencies in general, is a rapidly growing market, hiring sales representatives by the thousands. Selling SaaS may be different than selling other products, but the approach remains the same; adding value to your customers.
SaaS is typically business-to-business sales, which can be a shift for some experienced salespeople. It is crucial to recognize that selling to a professional will be different from selling directly to a consumer.
Whether you are new to SaaS sales, or an established sales development representative, selling SaaS can be a challenge. If you’re looking to boost your numbers, check out these five strategies and see how you can use them in your next pitch.
1. Auto Dialer Software
A great way to increase sales is by using auto dialer software. With auto dialer software, you can make more calls in a shorter amount of time without sacrificing quality.
Many SaaS roles are required to make a certain number of calls per day, and an auto dialer can significantly improve output. Auto dialers are beneficial for both outbound and inbound leads.
They work by saving the salesperson time dialing and leaving voicemails. If a lead does not answer, the auto dialer will immediately move on to the next call with the option to leave a pre-recorded voicemail.
2. Stay Connected With Your Prospects
There are two crucial aspects to being connected with a prospect. The first is during the initial point of contact, and the second is throughout your follow-up agenda.
On the initial phone call, focus on discovery and ask probing questions. Here is where you set expectations.
Sales are about building relationships. And moving forward in the sales relationship, it is crucial to lay out an agenda with the prospect and follow through with that plan.
Be straightforward and fulfill expectations that you previously set up for yourself.
3. Understand The Product and The Ideal Customer
When you know the product inside and out, you can position it in a valuable way to your customer. You can also speak about the product with confidence, answering any questions that may come up.
It is also best to have an ideal customer in mind to focus your efforts on leads that are more likely to convert to a sale rather than wasting your time. When you recognize your perfect customer, you’ll know how to deliver your pitch better to close the deal.
4. Provide Valuable Demos
Providing demos of your software is the best opportunity to position yourself as an expert in your field. Be the person prospects go to when they have a question about the industry or the problem your software solves.
During the demo, identify a problem that your prospect is having and solve it. A good discovery call will be crucial to setting yourself up for a valuable demo. In the discovery call, find “pain points” to address during the demo.
5. Upsell and Cross-Sell Customers
When a customer is interested in your product, it is the perfect opportunity to offer them an upgrade or a related product. By doing this, you increase the value of the original sale while helping the customer find what they need.
It is also essential to remember that some customers may be interested in a product that is not currently being offered. In this case, it is helpful to prepare a list of related products that the customer may be interested in.
Applying Strategies On Selling SaaS
If you’re not seeing the numbers you want in your SaaS sales, it’s time to change things up. Before you give in to poor metrics, give these five strategies a try. You may already be doing some of them, but it’s time to commit and get to know your product, customer, and agenda even better while providing meaningful interactions.
