SaaS Sales Framework - 5 Strategies To Selling SaaS (Software As A Service)
Learn the top 5 strategies for selling Software As A Service (SaaS) and building a predictable, scalable sales process in your business. Join the Founder Insights newsletter for weekly insights into how to scale sales in your company: https://craighewitt.me/join
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Chapters:
00:00 SaaS Sales Framework
01:00 The Sales Mindset
01:33 Lead Generation
05:30 Qualify Your Prospects
09:42 Positioning Your Solution (i.e. Pitching)
12:42 Close The Sale & Next Steps
16:10 Follow Up & Nurture Sequences
Lead Generation
Generating leads is the most overlooked part of selling SaaS. Most people focus too much on how to close, but I found that if someone isn't generating as many sales as they'd like, it's because they are not getting enough meetings.
So whether you're a new startup or work at an established business, you still need to generate leads. For your industry, you need to understand what works best, whether it's a cold email, paid acquisition, Social Selling on LinkedIn, Conferences. Whatever it takes, you need to start with realizing who you want to sell to and find a consistent communication channel to keep reaching out to these prospects.
Qualify The Prospect
Once you've secured your initial meeting, it's important to assess whether the prospective client is a suitable candidate for purchasing your product and service. This is a critical step whether you are in the role of a sales development representative, business development representative, account executive, or account manager. In the realms of SaaS, tech, and software sales, the focus is on identifying particular challenges that your solution is designed to address.
Propose Your Solution - i.e. Pitch
After determining that the potential client acknowledges a clear and evident issue, it's the appropriate moment to present your SaaS product. Typically, for software, this presentation takes the shape of a demonstration. This might involve a combination of a PowerPoint presentation and screen sharing, where you delve into the software to demonstrate precisely how it functions.
Close & Next Steps
The goal is to close your prospect on the first call. But especially in enterprise type environments this is difficult to do. Instead, think about what the logical next step in the sales process might be.
Book that next meeting from your existing meeting: BAMFAM - book a meeting from a meeting - to keep the sales momentum going while you've got an engaged prospect.
Nurture & Follow-up
Not all deals will close on the first call. We should all be so lucky. In these instances you need to consistently follow up with leads until they're ready to buy, or they've disqualified themselves somehow.
Many times I've followed up with leads for months (or years) only to close the deal down the line. Don't confuse a "not right now" with a NO.
#saas #saassales #saassalesframework #salesfunnel
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