Of course, depending on your business, the stages in your SaaS sales funnel might look slightly different. Onboarding, IT, and answering questions and concerns are all part of this ongoing process. Now that the customer has purchased your product, they likely need after-sales support. Thanks to the efforts of the marketing and sales teams, the lead is now a paying customer. This phase could include things like providing demos, free trials, and multiple discussions with a sales rep. The nurturing phase of a SaaS sales funnel consists of multiple steps, all focused on moving the customer through the final stages of the sales process. They’ve shown interest in your product, and have shown enough interest in your product to be This can be anything from them clicking on a social media ad to reading a blog post on your website.Ī marketing qualified lead is more likely to become a paying customer because they’ve already started moving through the sales funnel, typically through filling out a contact form on your website or adding items to their cart.Ī sales qualified lead is ready to talk to your sales team. The typical steps in a SaaS sales funnel look like this:Ī prospect finds your website through marketing efforts. In a SaaS sales funnel, there are more steps involved in finding customers, determining if those customers are likely to buy, and then nurturing them into paying customers. With SaaS sales, you’re not a retail store in a mall with only a hundred other stores, you’re a store on the internet with millions of other options to attract your customer’s attention. The retail sales funnel is pretty short, as the customer typically needs minimal support from a sales rep (depending on the type of retail store) before they purchase. Maybe the customer sees an ad that brings them into the store, or they’re wandering the mall and decide to stop into a store to see what’s up. Picture what a sales funnel for a retail store would look like. It includes both marketing and sales since marketing is generally responsible for attracting customers while sales nurture them through the buying process. Just like the actual selling of SaaS products is different than selling physical products, the SaaS sales funnel differs as well.Ī sales funnel is a visual representation of the buyer’s journey, which includes all of the steps that a prospect takes to get to the purchasing stage. Especially during the trial phase when your prospect is deciding whether or not to upgrade to the full version! SaaS Sales Funnel Understanding the key differences between the two and capitalizing on the advantages of selling a service rather than a physical product is what will boost your revenue to the next level.įor example, while many salesmen who sell products that are a one-off sale typically don’t follow up with their customers, the follow-up is vital to SaaS sales. Even SaaS companies who have found great success in their marketing strategy will tell you that consistenly converting those leads into paying customers isn't simple. After your marketing strategies have brought a lead to the buying table, it’s up to the sales team to convert that lead. Similar to SaaS marketing, SaaS sales present their own list of challenges to overcome. To put it as simple as it gets, SaaS sales are all about getting your SaaS products or services into the hands of your leads generated from your SaaS marketing strategy. So how do SaaS sales stand out from the crowd? SaaS Sales Definition The sales strategies in place for products like these vary drastically from those used in selling SaaS products. From cars to real estate, even the cell phone you might be browsing on as we speak. With the right strategy and the right mindset, you’ll be on your way to boosting your revenue in no time. Well, now it’s time to turn those leads you’ve gained into paying, happy customers. So what’s next? Where do you go from here? And with that comes a whole new set of rules to follow. Metrics to keep track of, goals to meet, managers breathing down your neck at all times, there’s so much going on all at once.īut we’re not talking about regular old sales here, we’re talking about SaaS sales. The world of sales is as cutthroat as it gets.
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