Why SaaS Sales Is All About Problem-Solving

By Linda RoperSeptember 22, 2022

SaaS, or software as a service, is a type of software delivery that makes it simple to access data from any device with a web browser. Customers can access solutions worldwide, and businesses can save money on infrastructure costs. With so many advantages for both customers and companies, it's no wonder that this is one of the most popular tools in business today.

hand on laptop next to a circle with the words SaaS in front of a green background

However, to be successful in the field of SaaS sales, your sales team will have to be good at identifying customers' problems and in helping to solve them. This blog post will discuss why problem-solving is essential to SaaS sales and shows the necessary sales process to succeed in this industry today.

Table of Contents

What Is SaaS Sales, And How Does It Differ From Other Types Of Sales?

SaaS sales is the process of selling software that is delivered as a service over the internet. This type of sale differs from other types of sales because it focuses on solving a specific problem for the customer. To succeed in SaaS sales, sales agents need to identify the customer's problem and then offer a solution that is better than what they are currently using.

SaaS software has many benefits for businesses of all sizes, which is why it has become so popular in recent years. However, due to its complexity, SaaS sales often require a higher degree of customer interaction than other types of deals. SaaS Sales representatives need to be able to build trust with potential customers quickly and efficiently. This can be done by demonstrating an in-depth understanding of the customer's problem, empathising with their situation, and showing how the SaaS solution can help them overcome their challenges.

The SaaS Sales Cycle

The SaaS sales process is also different from other types of sales in that it often requires a longer period of time to close a deal. Again, this is because the decision-making process for SaaS solutions is usually more complex than other types of purchases. In fact, the average length of a SaaS sales cycle is around 84 days. While this number may change depending on the specific industry, your company will still likely follow the same steps of the SaaS sales cycle.

SaaS sales cycle

Sourcing Leads

The first step in the SaaS sales cycle is sourcing leads. To source your leads, your business will need to understand your target audience and create a list of potential customers. Creating a buyer persona, which is a detailed description of your ideal customer, can be helpful in this process.

Once you have an idea of your target audience, your business will need to reach out to them and start building relationships. This can be done through various lead generation channels such as online ads, social media, webinars, case studies, newsletters, or email marketing.

Qualifying Connections

After reaching out to potential customers and building relationships, your sales agents must qualify each connection. This means they'll need to determine whether or not the potential customer is a good fit for your SaaS product. To do this, the sales agent will need to ask potential customers about their specific needs and pain points.

For example, a business might ask about a client's biggest challenge with their current SaaS solution or what problems they hope to solve with a new SaaS product. By asking these questions, it will be easy to determine whether or not your SaaS product is a good fit for their needs.

Introducing the Product

Once your sales agents have qualified your leads and determined that they are good potential customers, you'll need to introduce them to your SaaS product. To do this effectively, your sales agents will need to have a deep understanding of how your SaaS product works and be able to explain it in a way that is easy for the customer to understand. Whether that's through a demo, a free trial, or simply a conversation, sales agents need to be able to show the customer how your SaaS product can help them overcome their specific challenges.

Overcoming Objections

During the SaaS sales cycle, sales agents will likely encounter objections from potential customers. It's essential to be prepared for these objections and have a strategy for overcoming them. Some of the most common objections include:

  • I don't have time to implement a new SaaS solution.

  • I'm not sure if our company is ready for a SaaS solution.

  • I'm worried about the security of our data with a SaaS solution.

  • I already have a contract with another SaaS provider.

By roleplaying and practising responses to these objections, your team will be better prepared to overcome them when they come up in a real sales situation.

Finalising the Deal

Once overcoming any objections, it's time to finalise the deal. This usually involves negotiating pricing and terms, as well as creating any necessary contracts. In some cases, you may also need to provide additional implementation or support services to help the customer get started with your SaaS product.

Aftercare of the New Customer Relationship

Even after the deal has been finalised, there's still more work to do. In order to ensure that the customer is happy with your SaaS product and continues using it, your company needs to provide ongoing support. This might involve helping them troubleshoot any issues they're having, providing additional training, or simply checking in to see how they're doing. By providing this level of support, you can help turn a one-time customer into a lifelong fan of your SaaS product.

What Is The Role Of The SaaS Sales Person?

The ultimate role of the SaaS salesperson is to provide a solution to a customer's problem. First, the salesperson must understand the customer's needs and then match those needs with the product's features.

Being customer-centric, tech-savvy, and understanding the value of their specific SaaS software are essential skills for any SaaS salesperson. However, the most crucial skill that a SaaS salesperson can have is the ability to problem-solve. This is because the entire SaaS sales process revolves around solving customer problems and making your client's jobs easier, more efficient, and more profitable. Therefore, if you can master the art of problem-solving, you will be successful in SaaS sales.

Final Thoughts

If your business wants to be successful when it comes to SaaS sales, you must first understand the customer's needs and then offer a solution that is better than what they are currently using. While the SaaS sales process may take longer to close a deal, it is worth it to build a lasting relationship with the customer.