Tips to set up your SaaS sales team for success
Setting your sales team up for success will put you in a good position to close more deals and attract users. Here are some ways you can do that.
1. Keep a shorter trial period
Trial periods offer a great opportunity for prospective users to get a feel for your product, but if they go on for too long they can often lose their initial charm. Instead, keep trial periods short to keep the momentum going and maintain that original interest.
2. Be a friend to the prospect
Human relationships are still key even though SaaS is an inherently digital industry. Encourage your sales team to forge meaningful connections with prospects and get to know their individual wants and needs. This increases loyalty and enhances the customer experience.
3. Detailed product demos
Product demos are one of the first moments you have a prospect’s undivided attention. Your sales team should tailor demos to suit the individual needs of prospects and provide as much information as necessary so they know how the product can best help them.
Podia has a comprehensive demo video for interested prospects, but also offers the opportunity to have a personalized demo with the sales team.
4. Research the prospect
It helps to know as much as possible about a prospect before reaching out to them or jumping on a demo. Get to know their wants, needs, challenges, and goals to determine how your product might suit them.
5. Benefit-led selling
SaaS products can often be complex with a huge suite of powerful features. But prospects rarely want to know what your product does; instead, they want to know how it can help them. As a result, your sales team should lead with the benefits of a product.
Intercom makes a point of highlighting the benefits of using its product.
6. Stay in contact during the trial
Instead of leaving prospects to wade through the trial on their own, help them out. Stay in touch with useful emails, tips, and features they can use to help them solve their specific needs.
Hootsuite gives users tips they can use during their trial.