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Key Tips for a Successful SaaS Sales Process

Key Tips for a Successful SaaS Sales Process

Find out a few tips that will turn your saas sales process into a success.

4 min read


Mateo Bilbao


Key Tips for a Successful SaaS Sales Process

Information about the writer

Sales & Marketing head at Scalestack

Saas (software as a service) is a service that is becoming to be everywhere. It has scaled into one of the top growing industries in the last times. Businesses kill to get the best saas models to improve their operations and, although many businesses offer these services, it is not often that easy to find the one that fits best your organization.

This blog will provide some insight on the saas sales process and a few how-tos so you can implement the process at its most effective.

Saas uniqueness

Selling in saas is different than selling other types of products. Saas providers take explicit care of the products they provide from start to finish. The product will logically end up being more expensive, due to its longer sales cycle.

Saas sales reps must keep in close touch with the marketing department to successfully promote and sell the product. Both departments should work together if you want to accomplish greater leads and conversions.


The main distinctive features of the saas selling process are the following. In the first place, they tend to have longer sales cycles. Then, it also has a larger number of touchpoints. Saas especially needs sales and marketing to work united because the process in itself is more complex than in other niches. Lastly, saas services always have to offer the option to try a product for free since the price is high and the model may not be the best fit for the consulting business.

What does the saas sales process involve?

Saas services and products are subscription-based software. They are hosted by cloud-based service providers.  The saas sales process is quite different from traditional sales. Instead of selling a standard product or service, saas sales teams are selling subscription access to individual clients and businesses.

Selling saas takes some time. It is not just about selling something in straightforward ways. Saas sales teams sell long-term, rolling subscriptions, instead of making one-off transactions. This is why it is even more important for saas businesses to prove to their clients that they have the capability of helping to save resources and boost performance.

The 5 steps of the saas sales process

The saas sales process is a complex one, and it can have its variations depending on the type of business and how they operate. But in a general way, the following steps are the ones most often used to carry out this process.

  1. Prospecting

The first thing you need to do is to get yourself out there and start reaching out to people. Prospecting is all about identifying who to go to sell your saas product or service and targeting those prospects with marketing materials across a range of many channels.

At this stage, you might choose to partner with a specialist agency. Saas SEO agencies use content, SEO, and link-building practices to generate as much engagement in your product as it is possible with these programs.

2. Qualifying

If you want to find the people that will give you what you are looking for and vice versa, at some point you will have to be selective. You will have to figure out who your highest quality leads are and follow with a sales call to keep building their interest and keep them in the sales cycle. This is your opportunity to sell your offer. Tell your prospects directly how your saas product will help them overcome their current operational conflicts.  

3. Negotiating

Not all of your prospects will probably jump on board immediately. They will probably have some questions or concerns that they want to ask you. That is the time to ease their concerns and push down the benefits. At this point, you are going to have to listen to them, their needs, and their wants. Listen carefully, and then make them listen to you, to what you have to offer for them, for the solutions you can provide to solve their problems.

4. Closing

Every sales process is leading up to closing the deal. Everything that is being done is done for accomplishing this purpose. Once your prospect is on board, try to seal the deal and sign them up for their chosen subscription package. If you think it necessary, throw them in an incentive to make it happen. Learn when to close and when not to. Sometimes the two parties in the negotiation cannot find a way to make it work, and that happens regularly. Try to identify those situations so you do not waste resources on people who are just not that worth it.

5. Nurturing

Do not ever let your customer service drop off after a sale. You have to keep it going after the sales are completed, because you must be thinking about the long-term benefits.  Clients need nurturing if you expect them to remain loyal to your saas service. Keeping in touch with offers, promotions, and upsells is indispensable for reaching this goal.  

Furthermore, you want to make sure that you are offering customers high-quality, 24/7 customer support. You have to be there for them, because that is part of the package that you have sold them, and you have to deliver an impeccable service if you expect them to come back to you or to speak about you to their friends or business associates.

Remember, though, that not every saas service or product will have an identical sales cycle. They can change depending on the type of business you are in. Everything from the type of customer you’re targeting to the price point of your product will come into play.

Final thoughts

Now that you know what a saas sales process is and how to implement it in your organization, it is likely that your systems are going to become more efficient. A consequence of this event will likely be an increase in your revenue, as long as you maintain the saas process updated and all the systems working in unison.