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are you looking to improve your SAS sales models and processes businesses today use five times as many more SAS apps than just three years ago so it can be really challenging to stand out above the crowd that's why I'm offering you this free Guide to the most critical stages of the SAS sales process to help you improve your SAS sales funnels hi I'm Perry from Maddox digital I work with SAS startups just like yours to help them grow with search engine optimization at madx we have developed a playbook for SEO which has helped our SAS clients grow their organic traffic and bring qualified relevant leads to the business every single month today in this video I'm going to cover the most critical stages of the SAS sales process if you find this content really useful I'd appreciate it if you could like the video subscribe to the channel because YouTube algorithm really really loves it if you want to read the full guide on this topic I will link to our blog in the description below okay so first up what is a SAS sales process the SAS sales process encompasses various stages of that potential customer goes through ranging from showing interest in the products to ultimately signing up for an account and paying the ultimate objective of the SAS process is to convert a lead or a free trial into that paid customer typically the SAS process includes lead generation outbound prospecting sales qualification onboarding and closing the deal so let's go through the funnel number one identifying your target market before you try to gather leads or later for the latest stages you should Define who your ideal customer profile is you can think about the major problems your solving with your tools and then figure out which businesses or individuals are looking to find a solution for the same kind of problem expanding your target audience without any specific parameters may result in a wider reach but could bring forth inadequate leads therefore leading to squandered time and resources and increasing your customer acquisition costs now on the contrary narrowing your target audience allows you to approach the appropriate prospects this is in turn ensures high quality leads and improves your conversion rates this is similar thinking to account based marketing number two generating leads two Prospect leads you can take an inbound or an outbound approach outbound marketing is maybe the best for small companies or those that are just starting off with smaller budgets Target a very specific Niche and contact leads via email phone or other outbound techniques inbound on the other hand is better for self-service and uses things like SEO and content marketing to attract leads a hybrid approach that combines both of these ideas is also a great idea but I would try and suggest maybe picking One to begin with and then expanding out later regardless of which approach you go for ensure that you focus on high quality prospects with a higher probability of converting number three qualifying those leads qualifying leads is crucial to avoiding wasted time and resources there are three classifications to keep in mind marketing qualified Elites who show purchase intent by interacting with likes and content product qualified leads who have signed up for a free trial and completed some onboarding tasks and sales qualified leads who have shown sufficient interest and are ready for a sales pitch when you understand segments that are more likely to convert you can use techniques at different stages to grab as much info about that lead as you account the two in the aims of helping you to prioritize your qualification number four presenting your product after qualifying your lease the next step is to present your product as a solution to their problem this that varies depending on the product and sales cycle length when setting up a meeting you can do additional qualification questions things like you know which industry you're in what problems they're trying to solve how urgent is their problem and what do they currently do today once you have that kind of information you can present a very personalized demo and give examples of how similar companies have used your products if a face-to-face demo is not possible because it might not be for all businesses depending on your scale you can at least try and personalize some kind of uh automated Outreach things like emailing onboarding flows which are you which are also made based on the user's questions via this sign up number five handling objections after presenting your products to prospects addressing their questions or objections is crucial in closing the deal here are some common objections on how you can handle them price objection instead of arguing about the price showcase the value your product generates and quantify the benefits of success stories of your previous clients missing feature objection ask follow-up questions to understand their needs and present existing features that solve the same problem if needed to say you'll check with the product scene for future releases considering other options objection ask which providers they are considering differentiate your product and explain why you are the best choice authorization objection ask who the right person is and if they would be willing to share their contact details so that you can then go in contact with them number six closing the deal to convert a prospect into a paying customer consider these strategies offer a discount or a three-month subscription if they opt for an annual payment plan extend their trial period for a few days to give them more time to explore the products features discuss any upcoming feature or update them that will benefit them remember to ask them questions to better understand their decision making process and reasons for not subscribing avoid relying on discounts to close deals as customers who purchase for discounts may leave for a cheaper solution or probably won't renew number seven nurture your customers in SAS sales customer retention is crucial and nurturing your customers is key SAS businesses rely on recurring Revenue so if a customer churns you lose the income stream for business here are some ways that you could try and nurture and retain deals you have closed send informative emails with guides case studies and articles offer in-app guidance for easy navigation ask for feedback and reviews and use happy customers for referrals and testimonials upsell premium versions of your product when appropriate create personalized moments like sending birthday greetings and celebrating our anniversaries with your company affecting your SAS sales process can be complex and super time consuming if you do want to learn a little bit more about this I will link the guide for the description and if you don't have the time to think about this yourselves or you know you haven't got the resources to it internally consider hiring freelancer or even an agency to come in and help you I hope this video helps you on your SAS Journey if you did find this content interesting and have made it all the way to the end please hit that like button and do subscribe to the channel and get alerted with more content like this stick around for related content and check the description for all the links I've mentioned in this video foreign [Music]