If you’re looking to sell B2B SaaS, you know that it’s not as easy as slapping a “For Sale” sign up on your website and waiting for the offers to roll in.
When it comes to making sales, there’s no one-size-fits-all approach. What works for a B2C company might not work for a B2B company, and vice versa. But that doesn’t mean there aren’t some best practices that are universally applicable to B2B SaaS sales.
In this blog post, we’ll go over tips & tricks you need to know about selling your SaaS product.
So whether you’re just starting out or you’ve been in the game for a while, read on for some advice that will help you succeed in the world of B2B SaaS sales.
What is B2B SaaS?
B2B SaaS is a type of Software that is offered As A Service, typically on a subscription basis. It’s designed for businesses to use, rather than individuals because it helps them solve specific business problems.
When it comes to B2B SaaS sales, the process is a bit different than if you were selling a B2C product. In general, B2B sales cycles are longer, and you’ll need to be prepared to put in the work to land each deal.
Some examples of B2B SaaS products include:
- Sales automation software: LaGrowthMachine, HubSpot Sales
- CRM software: Salesforce, Hubspot
- Marketing automation software: Marketo, Pardot
- Accounting software: Quickbooks, Xero
Each of these products is designed to help businesses in a specific way. And because they’re offered as a service, businesses can subscribe to them and pay a monthly or yearly fee, rather than buying the software outright.
Now that we’ve gone over what B2B SaaS is, why is selling them different from selling other types of products
What Makes B2B SaaS Sales Different?
When you’re selling B2B SaaS, you’re not just selling a product – you’re selling a solution to a problem that your potential customer is facing.
This means that the sales process is more complex than simply taking an order and processing payments. You need to understand the needs of your customer and how your product can help them solve their specific problem.
In addition, B2B SaaS sales cycles are typically longer than B2C sales cycles. This is because businesses take more time to make decisions – they need to be sure that your product is the right fit for their needs before they’re willing to commit.
And finally, because you’re selling to businesses, you’ll need to be prepared to put in the work to land each deal. This means having a solid understanding of your product, being able to articulate its value, and being patient as your potential customers go through their decision-making process.
Now that we’ve gone over what makes B2B SaaS sales different, let’s talk about some tips & tricks that will help you succeed.
How to sell SaaS? 5 tips to boost your sales
1. Understand your target customer
When you’re selling B2B SaaS, it’s important to have a solid understanding of your target customer. This means knowing their needs, their pain points, and the specific problems they’re looking to solve.
The better you understand your target customer, the easier it will be to sell them on your product. So take the time to do your research and really get to know who you’re selling to.
2. Articulate the value of your product
Once you understand your target customer, you need to be able to articulate the value of your product. This means being able to explain how your product can help them solve their specific problem.
Remember, you’re not just selling a product – you’re selling a solution. So it’s important that you’re able to communicate how your product can help your potential customers in a way that is clear and concise.
3. Focus on the benefits, not the features
When you’re articulating the value of your product, it’s important to focus on the benefits, rather than the features. This means explaining how your product will make your potential customers’ lives easier, rather than simply listing off its features.
For example, rather than saying “our software has a drag-and-drop interface,” you might say “our software is easy to use, even if you’re not tech-savvy.”
4. Automate the sales process
Another tip for selling B2B SaaS is to automate the sales process as much as possible. This means using tools like LaGrowthMachine’s Sales Automation Software to help you keep track of your leads, communicate with them automatically, and close deals faster.
By automating the sales process, you’ll be able to eliminate a lot of the tedious manual work that’s required. This will free up your time so that you can focus on more important tasks, like building relationships with your prospects.
5. Offer a Free Trial
One of the best ways to close a deal is by offering a free trial of your product. This allows your potential customers to try out your product and see for themselves how it can help them solve their specific problems.
Keep in mind that not all B2B SaaS products are conducive to free trials. But if yours is, then it’s definitely worth considering.
Bonus tip: Build trust with your prospects
In order to succeed in B2B SaaS sales, you need to build trust with your prospects. This means being transparent about your product, being available to answer their questions, and being patient as they go through their decision-making process.
The best way to build trust is by establishing yourself as an expert in your field. The more you know about your product and the problem it’s solving, the more credible you’ll be. So make sure you’re always learning and keeping up-to-date with the latest industry trends.
By following these tips, you’ll be well on your way to success in B2B SaaS sales. Just remember to focus on your target customer, articulate the value of your product, and build trust with your prospects. And if you can offer a free trial, even better. Happy selling!