Download
1 / 14
140 likes | 149 Views
For many of our clients and partners, growing their startup to its full potential requires moving up the market. They need a startup sales strategy that targets large companies, so startups land larger deals and become market leaders. But what are the first steps as you build this business-centric startup sales strategy?<br><br>
E N D
For many of our clients and partners, growing their startup to its full potential requires moving up the market. They need a startup sales strategy that targets large companies, so startups land larger deals and become market leaders. But what are the first steps as you build this business-centric startup sales strategy?
For many of our clients and partners, growing their startup to its full potential requires moving up the market. They need a startup sales strategy that targets large companies, so startups land larger deals and become market leaders. But what are the first steps as you build this business-centric startup sales strategy?
For many of our clients and partners, growing their startup to its full potential requires moving up the market. They need a startup sales strategy that targets large companies, so startups land larger deals and become market leaders. But what are the first steps as you build this business-centric startup sales strategy?
Why is business sales important to your startup sales strategy? • It's easy to take a sales team that sells five $ 30,000-a-month contracts to ten $ 30,000-a-month contracts. SaaS Enterprise Sales means selling a $ 300k SaaS Enterprise contract. This change in value means playing in a different league, if not a completely different sport. What should a startup do to close business deals?
Can you prove that your SaaS is scalable? • Enterprise customers seek impactful solutions when deployed at (massive) scale. SaaS Sales requires you to demonstrate that your software will handle the scale. If you don't have enough traction with midsize companies to show maturity, Enterprise may be too early for you. • IT security is also a growing problem. Be prepared to sign time-consuming 8-page IT security forms. The best way to be prepared is to obtain IT security certifications in advance to make the process easier.
Startup sales strategy in 5 simple steps • Follow the steps in this order to build your sales strategy and sign your first business agreements. SaaS Enterprise Sales is like climbing a mountain, take one step at a time.
1. Become a thought leader to build your pipeline • Before lawsuits, kickoff meetings, and adrenaline-fueled negotiations, SaaS sales consultant teams need leads. Focus on generating leads, A/B your marketing before hiring a single expensive sales executive. • Why is it difficult to generate SaaS Enterprise leads? Decision makers are very busy, making it difficult to get their attention. They need more than just a pretty slogan on a billboard to power their solution.
To generate leads, invest in thought leadership. Writing exceptional content is time-consuming and expensive, but it can make or break a business scaling sales initiative. The biggest problem SaaS enterprise sales teams face is risk aversion. Any risk perceived by any decision maker can be a deciding factor. • By publishing HBR-style thought leadership content, your company will be perceived as a member of the elite. Readers both within your targets and outside analysts will be ready to become champions for you. Having great content posted builds confidence before you walk into your first big meeting. • C-Suites are thirsty for information • As an example, a former company we worked with published an amazing White Paper on the future of its target industry. They were contacted by one of the ten largest banks for a "vendor briefing" and, to the startup's surprise, the chief technology officer was present. He had read our whitepaper and thought it was brilliant enough to ask his chief of staff to make room on his calendar for the first in-person demo.
2. Write the list of your dreams • When you start to implement a content strategy, think carefully about who you are writing this content for and how they will find it. • We recommend that you make a list of the first twenty accounts you dream of working with. Once the list of twenty accounts is drawn up, do your research on their websites and LinkedIn to find out who you need to convince in these ventures to be successful. Remember, people buy software, not companies. • While your content may provide you with other opportunities, focus your outbound sales and marketing efforts on these twenty accounts. This means that from now on, whenever a White Paper is written, a blog post is published, or a speech is being given that will be turned into a YouTube video, ask yourself a question: What is my list of objectives do you need to listen to want to learn? plus? They are the only audience that matters.
3. Hire SDRs before closings • The first members of your SaaS enterprise sales teams should be two sales development representatives. SDRs are responsible for booking initial meetings with any qualified executive within the list of objectives they developed. Also, they will call any inbound leads from the company who download their content. By focusing on generating leads and transforming them into meetings, you can A / B testing the hardest part of the sales process. Testing and learning before hiring experienced and expensive closers is critical to success. • SDRs must prospect by leveraging email streams, cold calling, and submitting posted content. It is easier to ask "would you like to receive our new technical report on the future of your industry" than "would you like a demonstration of our product". Take advantage of your content! • At first, they will send you or a member of the founding team all the qualified leads they have raised before handing them over to the sales executives. This will allow you to close some deals but, just as important, identify if leads are qualified enough to help your SaaS enterprise sales team deliver quotas and more.
4. Location, location, location: • A sales consulting executive must be stationed next to the target customers to "camp" at the customer's offices. Each account executive should focus on three to five target accounts if contracts can reach $ 1 million per year for three to five years. This approach will allow them to be so present with the client that they are considered a colleague. Ideally, the accounts that the sales executive manages should be in the same industry, as it allows for rapid learning and growth with each meeting. • While this geographic proximity may not seem important in a COVID time, we believe the opposite. We will get out of this pandemic, a vaccine is coming. When it does, executives will want nothing more than to see new faces and meet for coffee and lunch one more time.
5. Building a SaaS enterprise sales team is a matter of time: • Keep in mind that you should always build your SaaS enterprise sales team from the top of the funnel to the bottom of the funnel. Get started testing marketing, SDRs, and cold calling. Once confirmed, grow your team with closings and presales to help with RFP and IT security forms. As you build this sales organization, a member of your startup's founding team must plug the holes. You will never be an expert in every field, but by experiencing each step of the sales funnel yourself, you will quickly understand which profiles you need to be successful based on your target profiles. • Lastly, a dedicated business vice president of sales should only be appointed when the business has twenty clients. At this point, the sales of dozens of sales executives are growing accounts, opening new ones and following this specific segment becomes a full-time job.
About Us • Saasy Sales provides sales services range from list building, lead generation, pipeline management, coaching, operations. We are now providing Startup Sales Certification Program for Individuals and Startups. • Website - https://www.saasysales.com/
