Want to learn all the fundamentals of SaaS sales in one go, without spending your time searching on Google?
You’ve come to the right place!
We will cover the following points below (you can also click on a specific point):
- How exactly do you define SaaS sales?
- What are the different existing models? (and their sales cycles and funnels )
- How to Succeed in This Business: A Strategy Manual
- Summary of the most important indicators for SaaS sales
- Overview of common compensation, salary, commissions and quotas
- Where to go for further training on the subject
If you have any questions kuwait phone number data after this, feel free to ping us. We are in the SaaS business every day, we sell SaaS ourselves and we help our customers do it (we have software for that
What is the meaning or definition of SaaS sales?
Before we begin, let’s first lay the absolute groundwork. What exactly is SaaS selling?
SaaS sales is the practice of selling Fundamentals software as a service (SaaS) to customers. Since SaaS primarily refers to web-based software sold on a subscription basis, it is primarily focused on acquiring new subscribers and retaining and increasing sales of existing subscribers.
What’s most distinctive is that how often should you post on instagram? you sell software and subscriptions.
The fact that you’re selling software means it can get a little technical at times, although a lot depends on how complex and easy to use the software is.
The fact that you’re selling subscriptions means you’re making a long-term commitment to your customers. Customers who subscribe Fundamentals and then churn (no, we’re not talking about making money, but canceling; more on that slang later) are not the customers you’re looking for.
3-5 different SaaS sales models
Are all SaaS sales the same? Certainly not.
Note We will focus on B2B sales g seo work here, because in B2C SaaS sales there is almost never a sales team involved.
There are huge differences between the different SaaS sales models:
- Self-service sales Customers purchase the software largely without any assistance.
- Transactional sales customers receive help from the sales team, but buy quickly and do not require a large number of different Fundamentals sales interactions
- Enterprise Sales : The purchasing process is quite lengthy and requires multiple interactions with different stakeholders within the company.
Ultimately, it all depends on the size of the “animal” you are addressing.
Christoph Janz of Point Nine Capital, a venture capital firm specializing in SaaS, distinguishes five different animals of increasing size: mice, rabbits, deer, elephants and whales.
The type of business largely determines your SaaS sales and marketing strategy.
If you’re selling to mice , you can’t really employ a sales team. It would cost too much. The entire sales process has to be self-service . And Fundamentals the product has to have some built-in virality, because you can’t even spend much to attract customers.
If you’re selling to rabbits , there’s still not a lot of budget to do sales. Most of the process still needs to be self-service , although you can make a small effort to close a deal, but it can’t go beyond transactional sales . For the most part, sales need to be closed in a single call. Leads need to come from within, through content marketing or ads.