#salestips #revops #saastips #saascompany #saasproducts #howtosell #marketsegmentation
How to sell a #saas product
RevOps Tips for increasing SaaS company revenue
How to sell SaaS products B2B
How to scale a SaaS company
Before we embark on our sales journey I would advise the following client (market) segmentation:
a) DEAD Customers (a commercial relationship with a client that was terminated regardless of the reason )
b) EXISTING Customers
c) NEW or POTENTIAL Customers
Since the acquisition cost for a new client is exponentially higher than the cost of growing an existing client, I would advise focusing your starting efforts on the clients you already have!
As a first step here, connect with the decision maker within that (client) company, try to understand his or her professional + personal agenda (aspirations, end in mind, ambitions, annual bonus targeted, job promotion etc.) and see what you can do to help him or her shine in front of the boss by either optimizing costs or increasing profits or generate more revenue because at the end of the day, your success is dependent on their success. Ergo, by assisting them to succeed and reach their targets you actually help yourself.
A) Revenue Strategies for EXISTING Clients:
a1) Cross-sale, Up-sale,
a2) Freebies,
a3) Renewals,
a4) Referral Fees
B) In parallel, we should also dedicate time to DEAD Clients by going through the churn rate and see if there’s any way we can connect with our former clients to understand (first-hand data) what generated this rupture and see how we can use this input to revitalize the relationship - just because one #Revenue or #Sales #Manager told me that a client was impossible to please in our CRM that does not mean this is the sole side of the truth - there’s always more than meets the eye when it comes to sales CRM.
Ergo, TRUST your sales team by VERIFING data with your former customers also...perhaps there's business that was left on the table over there because someone missed the elephant from that room (e.g. mild tailored add-ons to current SaaS product requested by the client which would cost us close to nothing = just a few productive hours!)
C) Revenue Strategies for EXISTING Clients:
c1) Partner with Industry Leaders (Loss Leader + Celebrity endorsement strategy),
c2) Strategic Partnerships
c3) Non-Strategic (a.k.a Conglomerate) Partnerships,
c4) Succes Fee (win - win, lose - lose strategy),
c5) Lite App Version
Chapter:
00:00 - 00:52 Intro & end in mind of this video
00:53 - 02:18 Client Segmentation Strategy - my SaaS Product
02:19 - 03:38 Start with Existing Clients - Connect with the decision-makers and help them succeed
03:39 - 04:50 Revenue Strategies for Existing Clients
04:51 - 07:44 Revenue Strategies for Dead Customers - How can we win them back? Was there business left on the table here? Why so?
07:45 - 13:00 Revenue Strategies for New Clients
13:01 - 13:43 Recap & Conclusions