The Best Way to Sell SaaS Software
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The Best Way to Sell SaaS Software
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The Best Way to Sell SaaS Software
- 1. The Best Way to Sell SaaS Software
- 2. Have business conversations The product you sell What the product does
- 3. 2007 – 2009 Mid-Market Account Rep Workforce Management Software Gulf Coast Region 500 to 2500 Employees All Industries
- 4. “We want you to have business conversations.”
- 5. Great idea! The prospect does not care about your product The prospect is not in buying mode The prospect gets sold to a lot Speaking the prospect’s language Talking about what they care about
- 6. Many different industries Not an expert in their business Don’t know what to talk about Don’t waste time It’s Not Easy
- 7. What if We Can Make it Easy?
- 8. PRODUCT • Auto inventory replenishment INVENTORY MANAGEMENT SOFTWARE • Predictive Demand Forecasting • Management Dashboard
- 9. PRODUCT • Auto inventory replenishment INVENTORY MANAGEMENT SOFTWARE • Predictive Demand Forecasting • Management Dashboard • Make something work better • Make something easier • Decrease time • Increase revenue • Decrease costs • Decrease risk • Improve visibility VALUE • Decrease time spent ordering • Increase ordering accuracy • Improve visibility to real-time information VALUE POINTS
- 10. PRODUCT • Decrease time spent ordering VALUE POINTS • Increase ordering accuracy • Improve visibility to real-time information VALUE • Submitting orders is time consuming • It is easy to make errors when ordering • Difficult to view of orders and inventory PAIN POINTS PAIN
- 11. PRODUCT • Submitting orders is time consuming PAIN POINTS • It is easy to make errors when ordering • Difficult to view of orders and inventory VALUE • How do you feel about time spent ordering? • How concerned are you about order errors? • How important is it to view orders and inventory? PAIN QUESTOINS PAIN QUESTIONS
- 12. We help businesses to: • Decrease time spent ordering • Increase ordering accuracy • Improve visibility to real-time information VALUE POINTS PAIN POINTS PAIN QUESTIONS
- 13. A lot of businesses we work with are concerned about: • Submitting orders is time consuming • It is easy to make errors when ordering • It is difficult to get a real-time view of orders and inventory VALUE POINTS PAIN POINTS PAIN QUESTIONS
- 14. • How do you feel about the amount of time spent ordering? • How concerned are you about order errors? • How important is it to improve visibility across orders and inventory? VALUE POINTS PAIN POINTS PAIN QUESTIONS
- 15. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
- 16. Cold Call Script – Value Intro VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
- 17. A Couple of Advanced Concepts (Optional)
- 18. Technical Value • Processes • Systems • People Automate manual tasks Make something work better Decrease the amount of time or effort required to do something Make something easier Increase visibility or access to information Improve communications or connectivity Improve the performance of systems, processes, or people Improve the reliability of systems, processes, or people Business Value • Revenue • Costs • Delivery of services Improve revenue, market share, close rate, conversion rate, profitability etc. Decrease cost of goods sold, inventory costs, labor costs, etc. Decrease risk Improve decision-making Decrease product delivery time Improve the delivery of services Improve product quality Improve customer satisfaction Increase customer retention Personal Value • Income • Career • Workload Increase personal income, bonuses, commissions, etc. Decrease personal expenses Create opportunities for career advancement Increase recognition for performance Decrease workload Decrease stress level Increase level of happiness Improve work/life balance Improve personal relationships
- 19. • Decrease time spent ordering TECHNICAL VALUE POINTS • Increase ordering accuracy • Improve visibility to real-time information BUSINESS VALUE POINTS • Decrease staffing and labor costs • Decrease inventory costs • Improve decision-making BRAINSTORMING BENEFITS
- 20. Technical Pain • Processes • Systems • People Tasks are manual and time-consuming Things are not working well It takes a lot of time or effort to do something Current processes are difficult It is difficult to see what is going on and access information Connectivity or communicating is difficult Performance of systems, processes, or people is not what it needs to be Reliability of systems, processes, or people is not what it needs to be Business Pain • Revenue • Costs • Delivery of Services Difficult to find ways to increase revenue, market share, profitability, etc. Difficult to close sales and leads Conversion rates are not what they need to be Decision-making process is slow and not as good as it needs to be Difficult to decrease cost of goods sold, inventory costs, labor costs, etc. Long product delivery time Poor product or service quality Customer satisfaction is not what it needs to be Customer retention is not what it needs to be Personal Pain • Income • Career • Work Environment Not making enough income, bonuses, commissions, etc. Lack of financial strength Need to get promoted or advance career Not getting enough recognition Working too much or too much of a workload Job is extremely stressful and chaotic Not a good work/life balance Not happy
- 21. • Submitting orders is time consuming TECHNICAL PAIN POINTS • It is easy to make errors when ordering • It is difficult to get a real-time view of orders and inventory BUSINESS PAIN POINTS • There is a lot of labor spent on placing orders • Ordering errors are costly and impact profitability • Difficult to make good decisions without visibility across orders and inventory BRAINSTORMING PAIN POINTS
- 22. PRODUCT TARGET VALUE PAIN QUESTIONS
- 24. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 26. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 28. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 30. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 32. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 34. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 35. Get your copy here https://www.amazon.com/dp/0578615762
Editor's Notes
- The value that we deliver can typically impact our clients on three different levels. At the lowest level, we offer technical value. These are the benefits and improvements that we can deliver that make things work better and are realized in the areas of processes, systems, and people. Examples are helping a business to save time, automate certain tasks, improve performance, improve reliability, etc. As a business begins to realize value at the technical level, those benefits will trickle up and be realized at the business level and be seen as a decrease in costs, increase in revenue, or decrease in risk. For example, if manual processes are able to be automated, that will lead to a decrease in the labor that is needed and as a result, there could be a decrease labor costs and this is an example of realizing business value. When we help clients to realize business value, that can also continue to trickle up to impact the clients on a personal level and be realized in the form of recognition, compensation, decreased work load, etc. For example, if processes are automated and that decreases costs, that could lead to a promotion for the person that is responsible for that area. Or they could get an extra bonus for the year. Or maybe it means that they no longer have to work over the weekend and are able to spend more time with their family and this is realizing personal value. So when your clients consume your products and services, they are likely going to realize some sort of value and benefits in these three areas.
- Now let’s dig a little deeper into what pain can look like. There are actually three levels of pain. At the lowest level, you have technical pain. This is when things are technically not working well or could be better, and can be often found at the areas of systems, processes, or people. When pain is experienced at the technical level, that will usually trickle up and cause pain at the business level. This is where a prospect begins to feel negative impacts in the areas of revenue, costs, and the delivery of services. The pain does not stop their as it can continue on work its way up to impact your prospects at a personal level. This is when the technical and business pain starts to impact the individuals in areas like workload, compensation, job security, career growth, and even spill over into their personal life as well.