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Successful SaaS Sales Strategies
Webinar
It’s the first Youtube result for “saas sales strategy”
https://www.youtube.com/watch?v=-ZNgDM7PBwQ
Keep your Trial Short: 14 days
 The customers will just usually sign up for the
product, play around with a little bit, then log out and
forget about it. And maybe if you’re lucky, they will
come back for a second time, play around with it for
another hour or so and then make-up their minds.
 90% of the time, the time for decision is really
quickly.
 It’s really rare a software that the more the customer
try it, the more they want to buy it.
Automate Email: 4-6 during trial
 Semi-personal.
 Emails must look they come from a real person, that
customer can reply to.
 Send event-based emails: after a sign-up, after not
engaging the initial setup, general inactivity, trial end.
 Engage them!
Call Everyone: within 5min after sign-up
 You have to call them while they are having the first impressions;
while they are still with the computer in front of them.
 Ok, this do not scale. But remember, in the beginning what
matters is learning!
 “Hello, my name is John from X company, I’m calling to say Hi. I
noticed you just sign up and I’m willing to know if you need any
help..”.
 They will have a lot of questions! “Is it really secure?”, “Is your
company big enough”; Get to know their fears and manage them.
 You will have the chance to qualify them as actual buyers. Help them
not to lose their money/time figuring out if the solution is good for
them.
Demo Quickly: 15min or less
 Don’t got through all the features! It’s boring and
waste of time; Show key features.
 Demonstrate value!
 Sales ≠ Training.
 Show what they will get from the product; how they
will save money, or how they will increase their
sales, etc.
Follow up Relentlessly
 Until you get a result: yes or no.
 There’s no reason to stop after getting a follow up.
 Most SaaS startups demonstrate the product, listen to
some feedback like “Yeah, looks cool! I’m going to talk to
some of my colleagues and we will decide”. And that’s
where most people stop!
 Keep getting the follow up! After a few days, ask that
customer if he talked to his colleagues.
 Don’t guess they not interested! Sometimes they are
just busy or haven’t made a decision.
Get the Cash
 You have to set the prices right, and it’s usually
higher then you thought initially.
 Most SaaS people way underprice their product;
That’s why it’s important to keep talking and
communicating to potential customer. That’s where
you feel the value of your product.
 Good sales people are expansive.
 Get the cash as much as you can in the beginning!
Discount Lightly
 Be really careful with that!
 Only give discounts for annual pre-paid customers. It
helps you to capitalize.
 If you give discounts randomly, it will be hard to predict
revenue.
 The client may conclude your product isn’t as good as
you initially presented. Only give discounts if the
customer asks!
 It’s wrong to try to close the deal based on price
rather than value!
Be careful with the Churn!
 Some clients will end-up leaving your SaaS.
 Only sell to qualified customers!
 Not qualified customers will create a ton of
support/training/communication friction to your
business.
 They will call you every day having questions and
problems... Because the product is not fit for them.
* Churn = quitters

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Successfull SaaS sales strategy

  • 1. Successful SaaS Sales Strategies Webinar It’s the first Youtube result for “saas sales strategy” https://www.youtube.com/watch?v=-ZNgDM7PBwQ
  • 2. Keep your Trial Short: 14 days  The customers will just usually sign up for the product, play around with a little bit, then log out and forget about it. And maybe if you’re lucky, they will come back for a second time, play around with it for another hour or so and then make-up their minds.  90% of the time, the time for decision is really quickly.  It’s really rare a software that the more the customer try it, the more they want to buy it.
  • 3. Automate Email: 4-6 during trial  Semi-personal.  Emails must look they come from a real person, that customer can reply to.  Send event-based emails: after a sign-up, after not engaging the initial setup, general inactivity, trial end.  Engage them!
  • 4. Call Everyone: within 5min after sign-up  You have to call them while they are having the first impressions; while they are still with the computer in front of them.  Ok, this do not scale. But remember, in the beginning what matters is learning!  “Hello, my name is John from X company, I’m calling to say Hi. I noticed you just sign up and I’m willing to know if you need any help..”.  They will have a lot of questions! “Is it really secure?”, “Is your company big enough”; Get to know their fears and manage them.  You will have the chance to qualify them as actual buyers. Help them not to lose their money/time figuring out if the solution is good for them.
  • 5. Demo Quickly: 15min or less  Don’t got through all the features! It’s boring and waste of time; Show key features.  Demonstrate value!  Sales ≠ Training.  Show what they will get from the product; how they will save money, or how they will increase their sales, etc.
  • 6. Follow up Relentlessly  Until you get a result: yes or no.  There’s no reason to stop after getting a follow up.  Most SaaS startups demonstrate the product, listen to some feedback like “Yeah, looks cool! I’m going to talk to some of my colleagues and we will decide”. And that’s where most people stop!  Keep getting the follow up! After a few days, ask that customer if he talked to his colleagues.  Don’t guess they not interested! Sometimes they are just busy or haven’t made a decision.
  • 7. Get the Cash  You have to set the prices right, and it’s usually higher then you thought initially.  Most SaaS people way underprice their product; That’s why it’s important to keep talking and communicating to potential customer. That’s where you feel the value of your product.  Good sales people are expansive.  Get the cash as much as you can in the beginning!
  • 8. Discount Lightly  Be really careful with that!  Only give discounts for annual pre-paid customers. It helps you to capitalize.  If you give discounts randomly, it will be hard to predict revenue.  The client may conclude your product isn’t as good as you initially presented. Only give discounts if the customer asks!  It’s wrong to try to close the deal based on price rather than value!
  • 9. Be careful with the Churn!  Some clients will end-up leaving your SaaS.  Only sell to qualified customers!  Not qualified customers will create a ton of support/training/communication friction to your business.  They will call you every day having questions and problems... Because the product is not fit for them. * Churn = quitters