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9 essential sales steps you need to grow your SaaS startup

by
Alan Gleeson
Intercom
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Selling B2B software can be challenging, especially in the early days when it can be difficult to generate leads as resources are tight, and sales experience is low. Here is a simple sales methodology to help early stage SaaS businesses guide themselves.

9 Essential Sales Steps to Grow your SaaS Startup

  1. Define your marketing personas
    1. Create marketing personas that represent your ideal prospect or your ideal customer profile and search for your network for representatives of these profiles
  2. Meet your target users and get feedback
    1. The purpose of these meetings is to gain a deep understanding of the problem you believe you can solve for them.
    2. Listen to how they describe how they currently undertake the tasks that your solution is designed to help
  3. Iterate the product based on feedback
    1. Use these initial interactions to gain insights that will help product development
  4. Identify a market specific methodology
    1. Some basic training can ensure that you are equipped to engage with prospects in confidence
    2. Awareness of sales methodologies does ensure your approach is both scientific and rigorous
  5. Put a well-defined sales process in place
    1. Define what the various stages in your pipeline are, and how to move a prospect along the pipeline
  6. Create compelling content to help generate leads
    1. Gate the most valuable content behind a form where prospects provide information about themselves in return for access
  7. Qualify your prospects
    1. Utilize marketing automation software to send emails over a period of time that offer value, ensuring you stay at the forefront of their mind
    2. Consider using chat bots as an alternative to forms
  8. Managing the first sales meeting
    1. Don’t default to presentation mode; instead, you need to view the interaction as an information exchange where you are looking to surface their needs.
  9. Close the deal
    1. If your solution addresses their needs, you can then showcase the power of your product before asking for the business
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