How to sell B2B SaaS: 7 Tips for Success

Cloud commerce has changed the selling and buying process drastically. The changes are dramatic, especially in software. The entire procurement process that takes a month can be completed by using a credit card or in just a few clicks. Buying software for businesses is now easier, but this does little for the provider. In the digital world software sales have become increasingly important and providers need to take a lead role in training, engaging, and supporting the customer in this new world.

What are SaaS sales?

To sell saas online, one needs to market software through websites for customers. The salesperson’s primary goal is to gain new clientele as well as upsell current clients. Service attention is key to closing prospects since SaaS resellers often sell for higher prices. You may have gotten confused about the concept of SaaS products and how it is used by companies that offer scalable solutions. You may have used SaaS products before and didn’t know about them.

How are SaaS sales different from other types of sales?

Direct sales or channel sales can typically be done by selling the physical item or delivering an offer directly after purchase.

So it doesn’t matter. Because Saas support is handled by outside companies, the prices are typically high, requiring more time for sales and a longer sales cycle. Marketers nurture every lead until it is qualified. The salesperson then contacts the prospective client to determine the next steps. It does not necessarily mean that the leads have the sales skills to sell — or to get an appointment.

Give Short Value-Focused Demos that Ask for the Sale

Product demonstrations can be useful for the promotion of SaaS products, but they are not always used effectively. A demo shows the worth of a given software product to prospective users and often people use demos to teach how to use them and this is a no-no. Give an idea of what your product might do to improve its success.

Keep the demos brief. If you don’t know how important a product is within 15 minutes, then you are wrong. You may not know your product, your prospects, or what you provide. Typically SaaS sales representatives finish off a demonstration by thanking them and do not ask for a sales order while the lead is hot.

Incent your sales team with a model that’s made for SaaS

The incentive program is the lifeblood of your sales process and it is that element that can ensure success. However, quotas used in large, on-premises-based software deals aren’t very effective in the SaaS era. If you offer sales teams fixed bonuses for each sales transaction, they are likely to focus on increasing sales volumes.

team work

However, it leads to low activation rates and unhappy consumers who are not able to utilize SaaS products. It can also be used for compensation models, with onboarding and activation rates. This is an incentive for your sales team to lead customers to the best available products and services they are willing to invest in.

Bundle apps with core services, not other apps

Customers really enjoy good deals so bundled goods are popular too. In B2B SaaS, however, multiple app bundles complicate sales messages and sales processes. Instead of linking the app, the better approach would be to combine the applications with the core services you provide. The telecom services package also included a smartphone and Microsoft Office365 to provide mobile broadband. The bundle grew to 1500 users within months. A second major telecom operator offered an alternative package to its onboarding service that included Office 360, Symantec, Teamlike, and TeamDisk, among others.

Consider visiting customers if necessary

Unlike visiting all your customers, a personal visit will reap several benefits from a SaaS solution that goes a long way. When you can see if customers have succeeded in meeting the goals you are trying to achieve, this will help you clear out any doubts about the value of your product. You will see firsthand how people use the service and this will help uncover uses for you. Sometimes people get busy enough to not be notified about bugs or problems. A personal consultation provides your client with an honest opportunity to ask your customers questions that might be of great concern.

Keep your trials short

You may assume that extending your product trial will make your potential customer more likely to purchase your product. A trial period over ten months may hurt your chances of acquiring a prospective buyer and your chances of a return.

Some users have no free trial for the entire period. A shorter trial increases the urgency of the purchase, and the user will test the most available functionality in the product as possible. The additional advantage of the shorter trial time in terms of keeping a product fresh in the minds of your prospects means that if it’s time to pay, they’d likely take that chance.

Increase your prices

Despite being competitive with other competitors, when it comes to prices, it is likely that selling your product at an excessive price will backfire, causing a lot of potential customers to question whether you’ve really kept your promise. 

Increase your prices

Why don’t people pay more for buying 50 or 100 $50 products? Get the confidence in your product’s capability for the job and then price your business based on the benefits you think the products will provide. The value in providing products and services to customers is what keeps your product competitive.

Sell Prepaid Annual Plans

You can also increase recurring revenue through sales and discounts. While monthly recurring revenues (MRRs) are better when it comes to regular amounts, a few missed payments can mean you lose a customer. Try offering your customers discounts on their monthly or annual purchases – highlighting what the discounts are for each month. Just keep in mind, that the annual pricing means that the money will come from all of your investments in advance so, you can wait for one year until your next big revenue comes.

Conclusion about Selling SaaS Online


Selling B2B SaaS can be a goldmine, as long as you consider a few aspects. Doing things a bit differently is the key here. In this industry, the product is what makes the difference. Marketing adapts to the power of your product. Yes, you need to play with pricing, free trial, incentive programs, and all that. But in the end, everything you do comes to support the product. In this market, results speak the loudest. If your product lives up to expectations, then it is a manner of putting it in the right light. However, this does not mean that marketing SaaS online is not an entirely different dish than the one you might be accustomed to. Keep in mind the 7 tips previously outlined and integrate them in your growth strategy.

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