The dynamics of technology companies are changing. Until recently, the focus was on generating revenue and growing at any cost, but today the mindset is one of profitability – growing, but generating profit.
This initial vision has led to a boom in the technology sector in recent years, with the creation of several solutions for the market. However, in an increasingly competitive ecosystem and with a consumer who has been demanding equally complex Commercial consulting demands, how can you stand out?
One thing is for sure: in order to avoid dying on the beach, it is not enough to simply scale your solution and generate revenue. The company needs to evolve in maturity, both in terms of processes and people, generating profit . After all, without profit, it is difficult to maintain any sustainable business for a long time.
In this growth process, SaaS technology companies face numerous challenges, mainly related to sales. Knowing how to face them and counting on the support of a sales consultancy can make all the difference in your results!
What are SaaS Technology companies?
SaaS technology companies develop, market, and deliver a variety of software-as-a-service (SaaS)-based solutions to meet the needs of different industries and market segments .
Thus, SaaS is a software distribution model where applications Commercial consulting are hosted remotely by a cloud service provider and made available to users over the internet, usually on a subscription basis.
These companies focus on creating software that meets the needs of their customers by offering functionality, scalability, security, and ease of use.
What are the main growth challenges for SaaS technology companies?
SaaS technology companies face several challenges, which can have many causes:
Political issues and structural issues;
Accelerated growth, without evolving in business maturity;
Lean team;
Lack of Marketing and Sales Heads with consistent knowledge in both areas;
Few CEOs can reconcile Marketing and Sales .
Some of these issues can directly impact the company’s sales results and growth.
Putting a product expert as a sales leader, for example, is one of the biggest mistakes technology companies can make. After all, it’s not enough to understand the product, you need to know how to sell it .
Other issues, such as a lack of commercial maturity, cause companies to start selling without having the basics: well-defined processes .
Without processes, there are no standards to be followed, the team is not directed with strategy and actions are not supported.
These challenges can generate several consequences for the company’s commercial results, such as:
Insufficient lead attraction ;
Falling sales volume;
High cost of sales;
Dependence on partners;
Lack of predictability ;
Low meeting volume ;
Ridiculous closing fees.
The impact of this is disorderly, inconsistent and sometimes ghana whatsapp data very slow growth. And, in addition to these challenges, SaaS companies face specific bottlenecks related to their sales funnel !
See them below:
The main anomalies in Sales Funnels in SaaS companies
Sales is a science, it is systematized and structured knowledge. Over time, SaaS technology companies have contributed significantly to this, making sales “ more of a science” than ever before.
Still, there are specific errors related to the sales funnel andzup revolutionizes b2b lead generation for advertising agencies that directly impact the success of the results and growth of the business.
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See what these anomalies are:
1. Design anomalies
The main errors in sales funnels are in the definition of the funnel project: they do not make the strategy tangible nor reflect the team’s objectives and structure.
The right funnel for each SaaS company invariably depends on the company’s strategy, structure and goals. Any funnel structure that does not take this into asia phone number account will result in losses and bottlenecks for the sales operation.
2. Conceptual anomalies
Many SaaS technology companies create or reverse the basic concepts of the funnel. This can be a shot in the dark!
If sales is a science, this means that the existing concepts for each stage of the funnel are there for a reason and have already been validated. Creating new concepts without a foundation will only generate confusion and misinterpretations within the team.
Following the concepts defined by the market will also help your company to make realistic comparisons and analyses with the market.
Learn more: [Glossary] Sales Terms 2.0
3. Tool anomalies
Technology is the heart of any and all management processes , especially in companies that were born from this, such as SaaS.
Without tools that support management, it is very difficult to monitor, analyze and generate insights from data . This directly impacts the performance and results that the company can achieve.
4. SLA anomaly between Sales and Marketing
More than ensuring that there is an SLA and clear alignment Commercial consulting between Marketing and Sales, regarding acceptance criteria and lead quality , you should ask yourself:
Are the filters defined to classify leads consistent?
Is there any possibility of relaxing certain criteria in order to open the “sieve” further?
5. Output anomalies
Do you know at which stage of the funnel you are losing the most sales ? This is one of the biggest bottlenecks for SaaS technology companies.
If you are not aware of the reasons for the loss, you will hardly be able to map trends and patterns in order to correct them in the operation.
6. Management anomaly
Looking only at reaching the final sales target is not management.
Good management must consider all metrics and indicators that lead to the final objective, from operational to strategic. This means being clear about:
Is the volume of meetings being met?
Are your conversion rates throughout the sales cycle in line with market rates?
How many and which activities along the funnel are behind schedule?
In addition to these, there are two more anomalies that may be related to your company’s low commercial productivity . Do you want to check them out?
Watch the full talk below:
The importance of Commercial Consulting for SaaS Technology companies full lecture
But how to face these challenges?
A specialized commercial consultancy will work directly to diagnose challenges and subsequently plan and solve them, aiming at constantly increasing results!
Advantages of investing in commercial consultancy for Technology companies!
If you are wondering what the advantages are of choosing a business consultancy to boost your results, we have listed the main ones below:
Deep understanding of the market:
Specialized consultants take the time to thoroughly understand the market in which the company operates. This includes detailed analysis of competitors, industry trends, and customer behavior. This in-depth understanding is crucial to developing effective sales strategies for the SaaS market.
Identifying opportunities:
By analyzing the market and competitors, consultants can identify business opportunities that may have otherwise gone unnoticed. This allows SaaS technology companies to adjust their sales approach and focus on areas where they have the greatest potential for success .
Development of personalized strategies:
Every business is unique, and a one-size-fits-all approach is not effective. A business consultancy works to develop customized strategies that align with each client’s specific goals.
This may include, among other things, creating unique value propositions and developing customized negotiation techniques .
Specialized training:
Sales consulting for SaaS technology companies isn’t just about offering advice; it also involves hands-on training for sales teams .
This can include improving communication, negotiation, and deal-closing skills, ensuring team members are equipped to tackle the unique challenges of the SaaS market.
Continuous assessment and strategic adjustments:
The business environment is constantly changing, and strategies that worked yesterday may not be effective tomorrow. Business consulting conducts regular performance assessments and adjusts strategies as needed to ensure consistent long-term results.
Meet Sales DNA!
Having operated in the market for over 16 years, DNA de Vendas has provided important support to SaaS companies from various segments in Brazil, from Commercial consulting consulting to preparing the sales team, with actions aimed at before, during and after the implementation of solutions.
Whether it’s preparing a complete and accurate diagnosis or a strategic and personalized action plan.
In our commercial consultancy, we align our exclusive methodology, based on the four pillars of high productivity , with your company’s processes and management system. Our method has been developed and perfected in more than 45 market segments and, today, serves companies throughout Brazil.