you sell intangibles, which arguably, is harder than selling an actual product.
Earning a new career is also selling. We’ve seen this career path open doors for promotions and even help people start their own businesses.
BELIEVE IT OR NOT, YOU SELL IN THE MILITARY.
What is SaaS?
Software as a Service
SaaS companies sell software products that help businesses to solve pain points and become more efficient. These products are accessible to their customers through an online portal or platform.
The products are sold in various contract lengths and the portal or platform is customized specifically for the organization’s needs. This means the sale isn’t over when the contract is signed - a relationship must be built to ensure the customer comes back for more.
Depending on the product and industry the sales cycle for SaaS products can range from a few weeks to years. It is unlikely that there is only one person making the purchasing decision so sales reps have to get buy-in and approval from multiple different stakeholders.
sales process
get potential customers to generate interest in the product
LEAD GENERATION :
prospecting :
reach out to potential customers via email, phone or social media - this can be inbound (have already shown interest) or outbound (never heard of / interacted with the product before)
qualification :
determine if the prospect / potential customer fits in the company’s ideal customer profile
demo :
conduct a live presentation of the product
close :
negotiate contract terms and complete the sale
sales activities
cold calling :
reach out to leads / prospects who don’t have a meeting booked with a sales rep and are likely not expecting the call
“warm” calling :
reach out to leads / prospects who have previously expressed interest or engaged with the product / company
outbound email :
connect with prospects via a personalized email sequence with the goal of scheduling a phone call
social engagement :
engage with prospects via social media - most commonly LinkedIn
sales roles
sales development representative (sdr) :
entry-level sales position and foundation for future sales roles
qualifications :
no previous sales experience necessary but must be resilient, coachable, motivated, a self-starter, growth mindset, take ownership, a problem solver, have grit and willing to put in the hours to grind
owns the sales cycle of qualified opportunities, closes deals
account executive :
qualifications :
2-5 years of sales experience, strong understanding of the sales process, good communication, organization and negotiation skills, ability to build and maintain relationships, understand customer pain points and goals, good problem-solver and manage projects as needed
works on high-value accounts and priority partners
strategic account executive :
qualifications :
5+ years of sales experience, ability to identify and build relationships key stakeholders, create business plans and account strategies, forecast and manage the sales pipeline, be a thought leader for customers in industry standards and best practices
mentors and trains account executives, sets sales quotas, tracks performance and reports it to senior management
sales leader (director / vice president) :
qualifications :
7+ years of experience in a sales role, excellent people management skills, ability to create, analyze and present sales reports to determine trends, create and implement sales strategies for the team and individuals, responsible for fostering the culture of the sales team
manages all revenue-generating activities for a company (sales, operations and enablement)
chief revenue officer (cro) :
qualifications :
10+ years in sales and leadership roles with proven success in implementing and driving revenue growth, experience managing P&L (profit & loss) statements, oversee all revenue strategies for the company, manage sales operations and sales enablement teams, work closely with marketing and product development
supports the sales teams by optimizing the sales process and managing the tools / tech stack needed for success
sales operations :
qualifications :
strong communication and analytical skills, understanding of sales compensation plans, sales contracts and various sales tools necessary for success, create and analyze sales reports and dashboards to track sales reps quota attainment
create and deliver sales training and tools for sales reps
sales enablement :
qualifications :
develop and manage sales content such as case studies, white papers, competitive analysis etc. for the sales team to use, experience with marketing and project management, develop and run sales training for current reps and new hires
A SaaS product can be sold to businesses (B2B) or consumers (B2C). Depending on the product’s abilities, it may be able to service both business AND consumer markets.
Watch this video to understand B2B vs. B2C.