Selling SaaS products is no small feat, isn’t it? You have to generate leads, qualify them, then, convince those people to try out your product… And only if you see them engaging with it continuously, you can ask for the sale. Madness, right? Yet, for most companies supported by the sales model, doing the above […]
Many SaaS brands with a self-service model shun away launching an inside sales program and they might be right in doing so. Not every product needs a sales team. Many SaaS applications grow with users going through most of the buying process on their own. But then, there are those companies that want to go […]
How do you feel when you discover that a lead you’ve invested so much time and effort in has no need or budget for your product? Or when you’ve called all your prospects only to realize that none of those people could have become clients anyway? I can well imagine. You, most likely, feel angry, […]
Are you about to deliver a product demo for your SaaS but aren’t sure about your presentation skills? Do you need some help to learn how to do a product demo that would convince the lead to buy your product? Most SaaS upmarket sales rely on delivering a strong product demonstration. In fact, the meeting […]
In SaaS, much of your success depends on the sales model you choose. Why, because, how you decide to convert potential customers into paying customers – the activity in which I include both your sales process and the go-to-market strategy – will affect your chances for generating the growth and revenue you are after greatly. […]
At first sight, the concept of SaaS lead scoring seems so simple, doesn’t it? You need to decide what characteristics define your ideal users and what behavior signifies reaching the activation point in your app and reward each with points. Then, you just have to look for people with the highest score and BAM! as […]
Let’s face it: Having too many leads is never a problem. It’s not knowing which of them are worth your time that makes selling so darn challenging. Because no matter how much effort you put into processing inbound leads, unless you focus on high-value opportunities only, you’ll end up frustrated, tired and, well…most likely, cursing […]
Amazing, isn’t it? Your marketing efforts have started bearing fruits. The team has been working on it for so long, and their hard work paid off. Now you’re getting scores of new signups and inbound leads each day. Yet your sales guys hate it. You hear them cursing the situation and wishing it would stop. […]