Glenborn Corp’s Post

So you want to get into SaaS sales but don't yet have that experience? Here's some tips to make that transition smoother.

Sales in the global SaaS arena should inspire and engage, not feel like rocket science. Yet, some companies still overcomplicate the process, creating unnecessary barriers for buyers. With the rapid evolution of digital transformation and customer expectations, simplicity is the real superpower. Modern B2B buyers—especially those engaging with SaaS providers—are seeking intuitive, efficient, and streamlined interactions. They don’t want complex workflows; they want outcomes and solutions that are accessible, time-saving, and transformative. In a global SaaS business, a seamless sales approach is essential. A straightforward, customer-centric sales journey starts by understanding the buyer's needs, pain points, and preferences. The goal is to present value in a way that resonates with the buyer’s context. SaaS solutions often boast a wide range of features, but customers prioritize the ones that directly benefit their unique circumstances. Rather than overwhelming them with options, guiding them to the most relevant features provides clarity and demonstrates empathy. Data and analytics have made it easier to personalize the sales journey, but they should be used to simplify, not complicate, the process. By understanding past interactions, preferred channels, and product usage patterns, sales reps can create tailored pitches that resonate. For example, if data shows a potential customer has previously engaged with content on cybersecurity, it’s productive to focus on security features that specifically address their concerns. By cutting through the noise, sales reps position themselves as knowledgeable advisors, not just product sellers. With SaaS, the emphasis on customer success is crucial. Prospects don’t want a sales pitch; they want a clear picture of how the software will add value. By integrating customer success into the sales process, reps can show how others in similar industries or roles have benefited. This proof of value shortens sales cycles by giving prospects a clear path to success with tangible examples. Simplifying Onboarding and User Experience Another important facet of SaaS sales is ensuring that the onboarding process feels like a natural next step, not a daunting task. This is especially critical for global customers with diverse team setups, language requirements, and varying tech capabilities. A complicated onboarding process can be a major deterrent, especially when multiple stakeholders are involved. SaaS businesses should design frictionless onboarding experiences that quickly empower new users and reinforce the platform's value. One approach is to offer trial versions or personalized demonstrations that allow users to explore the product’s capabilities hands-on. This interactive element lets customers experience the tool’s benefits firsthand without a heavy commitment, easing potential concerns. #Global #SaaS #sales #customercomesfirst #datadriven #valueadd #goaldriven

The SaaS Sales Funnel- 8 Steps Framework 1. Awareness of SaaS Product: At the top of the funnel, potential customers aren't aware of your product or service. Here, you need to raise awareness and establish yourself as a thought leader in your industry. High-quality content that addresses your target audience's pain points is a great place to start. 2. Interested in Learning About Features: At this stage, the prospects who have shown interest in your product want to learn more about its features and capabilities. Providing informative resources like blog posts, e-books, webinars, or detailed product documentation can help nurture their interest. 3. SaaS Product Demo: Now that they understand your offerings, prospects will consider if it's the right fit for them. Offer free trials, product demos, and case studies that showcase the value proposition of your SaaS product. 4. Business Proposal: After evaluating your product, interested prospects may request a formal business proposal. This document outlines the proposed solution, pricing, implementation plan, and other relevant details to help them make an informed decision. 5. Consideration: At this critical stage, prospects are actively evaluating your SaaS solution against competitors and considering factors such as cost, features, integration, and support. Addressing their concerns and objections can help their decision in your favor. 6. Purchasing Decision: When a prospect decides to convert, make sure the buying process is smooth and straightforward. Offer secure payment gateways and a streamlined checkout process to remove any friction. 7. Client Renewal: The final stage is all about retaining customers and turning them into brand advocates. Implement customer success programs and loyalty programs to show your appreciation for their business and incentivize them to continue using your product. If you're a SaaS Founder strugging to streamline your sales Process Intandemly can help you boost sales funnel with ABM methodologies Check-out Free Trial Today.

In the early days as a SaaS founder, you are the driving force behind sales - leveraging your passion, industry knowledge, and personal relationships to land those crucial first customers. This founder-led sales approach is powerful for gaining initial traction. And can generally take you to $1-2M ARR. However, as your SaaS company starts to experience rapid growth, you'll inevitably need to transition from doing all the selling yourself to building a high-performing sales team and process. This shift is critical for scaling your sales efforts, but also incredibly challenging to get right. Based on my experience scaling the sales team at Castos, here are three key lessons for making this transition successfully: 1. Document Your Sales Playbook Early From day one, meticulously document every aspect of your sales process - from lead generation tactics to your pitch deck to common objection handling. Having this founder's playbook will make it exponentially easier to ramp up new sales hires quickly as you build your team. This documentation should capture all the nuances and product insights that made your founder-led sales so effective. Treat it as the central repository for your tribal sales knowledge that new team members can learn from. I do this with a combination of Loom, Grain, and Notion. 2. Implement Sales Enablement Tools & Processes Investing early in a CRM, sales engagement platform, and other enablement tools will pay huge dividends. My choice for CRM are either Hubspot or Attio depending on your budget and how fancy you want to get. These tools allow you to systematize and scale your sales process far beyond what you could do manually as a founder. Just as importantly, define processes like lead qualification frameworks, service tiers, demo scripts, etc. Having these processes documented alongside your tools creates a scalable sales machine that can be replicated across your growing team. 3. Prioritize Sales Coaching & Culture Even with a playbook and tools in place, your sales team's performance will ultimately come down to each individual's skills. Prioritize coaching and continuous learning, especially for your first few hires who will help shape the culture. (oh, and get a 1-on-1 sales coach - like me - to help you level up yourself as a founder and your team) Promote a culture of curiosity, accountability, and relentless improvement. Celebrate wins, but also identify areas to refine the process. The goal is to take your founder's sales skills and proliferate it across a high-performing revenue team. Transitioning from founder-led sales is one of the biggest challenges for a scaling SaaS startup. But by thoughtfully documenting, systematizing, and proliferating your sales acumen, you can build a revenue engine that will propel your company's growth for years to come.

In a hybrid product-led growth (PLG) + sales-led SaaS business, sales leaders have a tendency to try to separate the PLG funnel from the sales-owned funnel so that sales reps don't get commission for deals that would have closed without them. I've seen teams go so far as saying that reps can't close deals with smaller businesses, deals under a certain dollar volume or deals that are inbound. On the surface, the rationale is hard to argue with. Why would a company pay commission to a sales rep for a deal that would otherwise close? It's extra cost. Unfortunately, this is a fools errand. The reality is that it's nearly impossible to figure out whether a deal would have closed without a rep. Nor, is it possible to predict whether a deal will close without them. Luckily, there is a significantly easier way to manage this that aligns all teams around one goal: maximizing the revenue from your funnel. The better thing to optimize for is sales rep deal throughput, which is what we do at Databox... We book as many sales calls for our reps as possible. Our marketing & product-led growth teams market the availability of our sales team to help with setup & evaluation during their trial period. We have CTAs on the website, in the app & via automated messages. Plus, our sales development (SDR) team tries to book calls for our sales reps via chat (inbound chats & proactive chats with in-app users), email & Linkedin outreach. Some deals close quick. Some take quite a bit of effort. But, as a company, we don't mind paying commission on either one. Instead, we simply focus on keeping our reps as productive as possible so that we're getting a maximum ROI from our fixed cost investment in sales. To optimize ROI further, we have raised quotas as we've gotten better and better at this. As sales productivity ($ closed/rep/month) has increased (for a variety of reasons: product innovation, pricing & packaging changes & of course the effort of our PLG, marketing & sales development teams), we have been able to increase our rep's quota while still being very fair to them. We've also been able to justify hiring more sales reps as we figure out how to book more and more calls. Trying to manage who gets credit at the deal level is wasted, futile effort. Better to just setup a system that maximizes results, not minimizes payouts. PS. I shared important details and data in several comments below, since I hit the character limit here. PPS. If you're in SaaS with a hybrid PLG/SL motion, would love to hear how you're doing things in the comments. I think most people keep this stuff secret unfortunately. Makes it hard for us all to learn. PPS. If you have experience with this model and are looking for a new role as Head of Sales, I have an awesome $2M ARR company looking for someone. DM me for an intro.

🛠Maximize Your SaaS Sales: A Strategic Approach🛠 In the dynamic world of Software as a Service (SaaS), effective sales strategies are crucial for success. Here's how you can boost your SaaS product sales: Understand Your Audience: Tailor your approach by understanding customer needs. Use analytics to track user behavior and preferences, ensuring your product aligns with market demands. Highlight Unique Value Proposition (UVP): Clearly communicate what sets your product apart. Whether it's unparalleled customer service, innovative features, or cost-effectiveness, make your UVP prominent. 💯 Leverage Content Marketing: Create valuable content that addresses common pain points. Blogs, whitepapers, and webinars can establish your brand as a thought leader and build trust. Optimize for Search Engines (SEO): Use relevant keywords in your content to improve visibility. A strong SEO strategy ensures potential customers find you when they're searching for solutions you offer. Offer Free Trials or Demos: Let customers experience the value firsthand. Free trials or live demos can convert prospects into paying customers by showcasing the practical benefits of your product. Utilize Customer Feedback: Encourage reviews and testimonials. Positive feedback builds credibility and helps persuade new customers to come on board. Invest in Customer Success: Ensure existing customers achieve their desired outcomes. Satisfied customers are likely to upgrade and refer others, creating a virtuous cycle of growth. Refine Your Sales Funnel: Analyze and optimize each stage of the customer journey. A streamlined funnel reduces friction and increases conversion rates. Adopt a Customer-Centric Approach: Personalize interactions and support. A customer-centric culture fosters long-term relationships and reduces churn. By implementing these strategies, you can enhance your SaaS sales and ensure sustainable growth. Remember, selling SaaS is about providing solutions, not just software

𝐒𝐚𝐥𝐞𝐬 𝐓𝐞𝐜𝐡𝐧𝐢𝐪𝐮𝐞𝐬 𝐢𝐧 𝐭𝐡𝐞 𝐒𝐚𝐚𝐒 𝐈𝐧𝐝𝐮𝐬𝐭𝐫𝐲: 𝐃𝐫𝐢𝐯𝐢𝐧𝐠 𝐆𝐫𝐨𝐰𝐭𝐡 𝐢𝐧 𝐚 𝐂𝐨𝐦𝐩𝐞𝐭𝐢𝐭𝐢𝐯𝐞 𝐌𝐚𝐫𝐤𝐞𝐭 🌐🚀 The Software as a Service (SaaS) industry is highly competitive, requiring sales teams to be strategic and innovative to stand out. Here are some key sales techniques tailored to the SaaS industry: 1. 𝐅𝐫𝐞𝐞𝐦𝐢𝐮𝐦 𝐌𝐨𝐝𝐞𝐥: 𝐀𝐭𝐭𝐫𝐚𝐜𝐭𝐢𝐧𝐠 𝐚𝐧𝐝 𝐂𝐨𝐧𝐯𝐞𝐫𝐭𝐢𝐧𝐠 𝐔𝐬𝐞𝐫𝐬 🎁 The freemium model is a popular strategy in the SaaS industry. It involves offering a basic version of the software for free, allowing users to experience the product without any initial commitment. This approach builds a user base and creates opportunities to upsell premium features as users grow accustomed to the platform. 2. 𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧 𝐒𝐞𝐥𝐥𝐢𝐧𝐠: 𝐀𝐝𝐝𝐫𝐞𝐬𝐬𝐢𝐧𝐠 𝐒𝐩𝐞𝐜𝐢𝐟𝐢𝐜 𝐏𝐚𝐢𝐧 𝐏𝐨𝐢𝐧𝐭𝐬 🎯 SaaS sales teams should focus on solution selling, which involves understanding the specific challenges and needs of potential customers and positioning the product as a tailored solution. This technique requires a deep understanding of the industry and the ability to demonstrate how the software can solve particular pain points and improve business processes. 3. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐓𝐞𝐚𝐦𝐬: 𝐄𝐧𝐬𝐮𝐫𝐢𝐧𝐠 𝐋𝐨𝐧𝐠-𝐓𝐞𝐫𝐦 𝐒𝐚𝐭𝐢𝐬𝐟𝐚𝐜𝐭𝐢𝐨𝐧 🤝 Customer success teams play a vital role in SaaS sales by ensuring customers get the most out of the software. They help onboard new users, provide ongoing support, and guide customers in maximizing the product's value. A focus on customer success can lead to higher retention rates and more opportunities for upselling and cross-selling. 4. 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐒𝐚𝐥𝐞𝐬: 𝐋𝐞𝐯𝐞𝐫𝐚𝐠𝐢𝐧𝐠 𝐀𝐧𝐚𝐥𝐲𝐭𝐢𝐜𝐬 𝐟𝐨𝐫 𝐈𝐧𝐬𝐢𝐠𝐡𝐭𝐬 📈 In the SaaS industry, data is a powerful tool. Sales teams can use analytics to track user behavior, engagement levels, and usage patterns. This data helps identify potential leads, tailor marketing efforts, and optimize sales strategies. 5. 𝐂𝐨𝐧𝐭𝐞𝐧𝐭 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠: 𝐄𝐝𝐮𝐜𝐚𝐭𝐢𝐧𝐠 𝐚𝐧𝐝 𝐄𝐧𝐠𝐚𝐠𝐢𝐧𝐠 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬 📝 Educational content, such as blogs, webinars, and whitepapers, is essential for SaaS sales. This content helps build credibility and positions the company as a thought leader in the industry. By providing valuable insights and practical advice, content marketing attracts potential customers and nurtures them through the sales funnel. 𝐂𝐨𝐧𝐜𝐥𝐮𝐬𝐢𝐨𝐧 Success in SaaS sales requires a combination of innovative strategies, deep customer understanding, and a focus on long-term relationships. By leveraging this techniques, SaaS companies can effectively attract, convert, and retain customers in a competitive market. 💬 What sales techniques have you found most effective in the SaaS industry? Share your thoughts in the comments! #SaaSSales #FreemiumModel #CustomerSuccess #SolutionSelling #ContentMarketing #DataDrivenSales

The Key Ingredients to Successful SaaS Sales The world of SaaS sales is dynamic and competitive, demanding a blend of empathy, strategic thinking, and long-term relationship building. Here’s what’s helping SaaS sales professionals stand out today: 1. Customer-Centric Mindset Today’s buyers expect more than just a product; they want tailored solutions to their unique challenges. Asking the right questions & truly listening allows sales reps to uncover what each customer values. Showing empathy and customising solutions builds trust and creates value from day one. 2. Relationship Building Beyond the Transaction SaaS sales isn’t about a one-time deal – it’s about establishing lasting partnerships. A strong onboarding process and ongoing support prove your commitment to customer success. Regular check-ins, follow-ups, and proactive engagement keep your product top of mind and foster loyalty. 3. Becoming a Trusted Advisor SaaS sales professionals succeed when they’re seen as trusted advisors, not just product experts. Sharing actionable insights and helping clients anticipate industry shifts add value beyond the product itself, positioning you as a key partner in their growth. 4. Mastering the Freemium and Trial Approach Freemium models and trials are great for introducing customers to the product, but conversion requires a strategic approach. Guide the experience by showcasing high-value features and use analytics to track engagement, reaching out to help when users hit obstacles. 5. Data-Driven Sales SaaS sales thrives on data. Using CRM tools and analytics helps personalize customer interactions, predict needs, and identify upsell opportunities. A data-backed approach ensures customers feel valued, heard, and understood. 6. Showcase Continuous Value The value of your product shouldn’t end at the initial sale. Regularly sharing success stories, metrics, and best practices demonstrates the ongoing impact of your solution and keeps customers engaged for the long haul. 7. Growth Mindset Adapting to change is critical in SaaS. Staying updated on industry trends, learning new sales tactics, and refining skills are all essential to thriving in this field. Successful sales reps embrace continuous learning and innovation. 8. Collaborating with Customer Success and Marketing Teams A seamless partnership between sales, customer success, and marketing ensures consistency and keeps clients engaged and supported. Aligning on messaging and streamlining handoffs allows for a better customer experience. In the end, SaaS sales isn’t just about closing deals – it’s about creating partnerships that last. When we’re dedicated to our clients’ success and continuously evolving, the results speak for themselves. What strategies or suggestions are you seeing resonate or add in SaaS sales today? #SaaSSales #CustomerSuccess #Sales #TechSales #B2BSales #CustomerFirst #SalesTips #GrowthMindset #TrustedAdvisor #SalesExcellence #DataDrivenSales #Leadership

There’s an awful lot to agree with in this post from Peter Kazanjy. Underinvestment in frontline sales managers is, in my opinion, the biggest problem in sales. Aside from a handful of larger, older companies, frontline managers get almost no training or development. And it’s a shame too. Companies are taking some of their most impactful employees and putting them in high stakes, sink or swim situations with little to no support. “Good luck! Hope you figure it out!” If companies were to take 10% of their technology spend and 30% of their rep training spend and use it for manager development, they’d see 10x the ROI.

Well said. Lars Nilsson and Travis Henry are the exceptions here, as they've built a world-class SDR/Sales Training program at Snowflake. Anyone who goes through that onboarding program is learning a lot more than the average onboarding program of {{insert_random_SeriesA_startup}}. I'm curious, what other modern B2B SaaS GTM Orgs have invested in building out world-class onboarding programs?