Capturing and sustaining buyers’ attention can be a real challenge in the SaaS world. With the rapid evolution of SaaS products, buyers’ expectations are also increasing.
Besides, new players are entering the market and doing all that it takes to prove their mettle.
And how can we forget the old players who are innovating and improving the user experience to maintain their position in the industry?
This makes SaaS sales more challenging, and the job of the SaaS sales rep difficult. However, the competitors are paving their way to the top, and surely their sales reps might have some contribution to their growth. So that just means that it is possible to succeed in this competitive field, provided you take the right steps and sell effectively.
Success is the sum of small efforts – repeated day in and day out – Robert Collier
The vital things SaaS sales reps must know
SaaS is a complicated game. It would be best if you play it smartly.
Here are a few things you need to know if you are selling a SaaS product.
1. Persistence is key to SaaS sales
In SaaS sales, you cannot afford to miss any opportunity that comes your way. If the prospect doesn’t reply to an email or respond to a call, most of the SaaS sales reps give up without trying again.
Persistence is crucial in sales. You cannot give up easily in this challenging SaaS sales field.
You need to be like the spider who, despite falling several times, didn’t give up. The spider’s unwavering determination to weave the web helped him succeed.
If you don’t give up, you still have a chance. Giving up is the greatest failure. – Jack Ma
A similar determination is required in SaaS sales. You need to put in cent percent effort on a deal. Follow-up consistently when you do not get a reply.
Besides, thanks to the automation that most of the technologies provide, it’s easy to follow-up. The modern tools allow you to create email sequences for putting your follow-up on autopilot. This will help you in saving a lot of time for other sales activities.
2. The length of the sales cycle can be shortened
The long SaaS sales cycle is a scary sight for any sales rep. Nobody wants to miss their sales quotas, but unfortunately, many do.
79% of sales reps miss their quota and 14% never achieve even 10% of quota.
The main problem is that the SaaS sales reps don’t do anything about this failure.
The SaaS sales cycle can be shortened if managed effectively. All the deals in the sales process should be given timely attention for a faster closure, which is why the top-performing sales reps use a SaaS CRM that offers a pipeline view of all the deals.
A pipeline view adds more clarity and helps to see where the deals are in the sales cycle. So, you can prepare for the next activities and add them to your calendar.
Besides, a SaaS CRM even reminds you about the upcoming activities through timely alerts and notifications, reducing the chances of missing any activity. This will help you in nurturing the deals quickly.
We live in a world where technology is evolving at a high pace, making human life more comfortable. You’ll find many sales tools that act as an extra pair of hands for SaaS sales reps.
Using these tools, you can get yourself organized, manage your sales, increase productivity, build strong customer relationships, and save a lot of time.
So, analyze your SaaS business needs and then search for the best SaaS tools that can increase efficiency and add more time to the day.
Here are a few of the sales tools that can help you.
Salesmate CRM – An all in one sales solution with advanced capabilities that gives you more control over your deals and helps you in building long term customer relationships.
Doodle – It is an advanced sales tool that simplifies the task of booking appointments so that you can spend more time on closing rather than organizing an appointment.
Proposify – An easy to use tool that helps in creating professional looking proposals in minutes. Easily store important content, photos as well as logos and use it when you want.
DocuSign – One of the best e-signature tools that speed up the process of getting signatures. Prepare and send any kind of document inside DocuSign and get them signed quickly.
4. Always be honest
In SaaS, it is important to focus on long-term success. It may seem enticing to stretch the truth or over-promise to close a deal, but that might fuel the churn rate.
Recurring revenue is pivotal in SaaS; you cannot afford to lose customers here. In SaaS, it isn’t only about hitting the quota, but it is about creating a base of satisfied customers who won’t leave you.
So do not make fake promises. Smartly present the truth.
You might offer a few features but show them how can those few features help the prospect in reaching their desired goals.
A lot can be done with a few things if you have the passion for it. The best example is the armless pilot –Jessica Cox
If she can fly an aircraft with a few body parts, I am sure it is possible to sell a product with a few features. Lying or over-promising would just jeopardize future opportunities, so avoid it.
5. Know your ideal customer profile in and out
SaaS sales is like a puzzle where you need to connect the right prospects with your product, or they might churn, leading to wastage of time and resources. The same time and resources could have been invested in someone who could contribute to your SaaS business revenue.
So, create a buyer persona after going through your ideal customer’s traits and buying habits.
Use that buyer persona to qualify the prospects and create a base of hot leads whom you need to nurture and convert.
Ask questions to these qualified prospects to understand their expectations and requirements. Once you gain enough knowledge about your prospect, you won’t face much problem in converting them.
Knowledge is power in SaaS sales. You need to be well-informed in this field. Keep yourself abreast with the changing trends. Selling in SaaS is challenging. However, if you apply the right tactics and use the right tools, you can surely create win-win situations.
Tools like Salesmate CRM can help you in managing your SaaS sales efficiently. This high-end CRM can help in managing deals, automating time-consuming activities, tracking sales performance, and much more.
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