Every B2B SaaS salesperson wants to meet and exceed their sales goals and improve their tech sales strategies to close even more deals. But, as you probably already realize, this doesn’t just happen. Closing more sales requires strategic and innovative thinking. In this fast-paced, modern world, with even more access to information (thanks Google!), effective tech sales strategies rely on just how well they align to the buyer’s process of purchasing, at the right time, with the right content.
Here are several tech sales strategies to help you close even more sales for your B2B SaaS business:
Understand your Buyer’s Journey
One of the best ways to increase your closing numbers is to sell the way your customers want to buy. To do that, you need to understand where they are in the Buyer’s Journey and approach them as necessary. The three phases of the buyer’s journey and an ideal method for each are:
Awareness Phase: Here, your leads want to identify the issue they are experiencing. They might have just signed up for your newsletter or given their contact information to receive premium content. You need to connect with these new leads, help them determine their issues, and establish that they are a qualified lead. Since you don’t have endless time on your hands, you need to focus on leads whose needs match the work of your B2B SaaS company. You can then routinely connect with these leads and give them more information using content you’ve created for this phase.
Consideration Phase: Your leads have now determined their issues and are looking for solutions. It’s critical to know they are not yet looking for a specific product or service. Instead, they are looking at various remedies and trying to pick the best one for them. In this phase, you are connecting to energetic leads. They’ve shown this by taking a trackable action online, like opening an email or downloading and installing premium content from your site. You’re also having exploratory conversations to get a better understanding of their objectives, obstacles, and solutions to issues they’ve identified. Give them info they can’t find anywhere else online and gain their trust.
Decision Phase: In this phase, your potential customers know what solution they need. Now they are looking for a specific B2B SaaS option based on what they have learned. This is when you can identify their unique struggles and craft content and discussions on how you can solve their problems. Your potential customers don’t need the basic advantages of your company—they know those already. Make the approach personalized, highlighting features your leads might find interesting and helpful to show how your B2B SaaS company’s remedies are better than the competition.
Better understanding of your ideal prospect’s Buyer’s Journey is essential for building customized, customer-centered tech sales strategies to connect with your leads in a way that will make them feel special and want to buy.
Use tech sales strategies to be the solution
Understanding the Buyer’s Journey can help you focus in on certain buyers. Identifying the key attributes like their difficulties, responsibilities, and goals is essential in knowing how to best serve them. This is called the buyer persona.
Let’s say one buyer persona, “Private Practitioner Peter,” is thinking about buying practice management software. Your persona’s primary priorities are likely to save time, be more effective, and get more organized. It doesn’t matter, therefore, if your program comes with lots of neat fonts or design features. For that reason, when crafting your sales proposal, don’t spend too much time talking about the features of your service or product. Think about your prospect’s needs and how your company can best meet them. Consider marketing from top to bottom, from the customer to the product, not the other way around.
Developing Evergreen content based on timeless issues will help you be a great resource to your ideal buyers. Consistently creating blogs, infographics, ebooks, and more will help you gain their trust and give you more ways to engage them.
Send out lead nurturing emails
You know it’s important to keep your leads involved, whether they have just given you their contact information or have been on your list for a long time. To effectively engage your potential customers, you can send out lead nurturing emails that are personalized for all of your buyer personas. These emails offer content, like relevant blog posts or interesting videos, that your potential customers will find helpful. It’s important to include a creative subject line that will help capture their attention and entice them to open up the email and call-to-action to learn more.
Use case studies
Regardless of how much information you give, some potential customers will still want proof that you can provide what you promise. Case studies are a great way to show the return on investment (ROI) that your company can provide. Demonstrate how your B2B SaaS company’s services helped a firm in your prospect’s industry. As soon as you win in your lead’s mind, sales will become a piece of cake.
Don’t change your premium pricing
The majority of leads are not worried about the cost of your product or service. Instead, they want to know that the results you promise will follow through. If you decide to decrease your rates, they might not take you seriously. For that reason, keep your premium rates consistent and show your value. This is specifically important when you are marketing premium services that require a considerable financial investment from your prospect.
Meet decision makers in person
You know how to leverage content, strategically email, and make meaningful connections with your potential clients. However, it’s also important to take the initiative to meet your potential customers face-to-face to develop a personal connection and boost your chances of making a sale. If you have to drive a couple hours, catch a train, or take a plane, do your best to have an in-person meeting.
The big takeaway
For a long time, salespeople were the only resource for potential customers had for making buying decisions. Now, there isn’t a single piece of information that someone can’t find online. This is where the Inbound Sales Methodology comes in. As we have discussed, an inbound sales rep not only offers valuable information to leads but also connects with each on an individual basis.
But this can be hard work to do alone. Responsify partners with B2B SaaS sales and business development pros to offer strategy, support, and help in completing these tasks. By working together, we help marketing and salespeople tactically bring in new site visitors, convert them to qualified leads, and then happy customers.
We’ve helped many sales pros include Inbound right into their existing sales process. Don’t hesitate to book your free strategy session to help review your current methods and find ways to close sales much faster.