Mar 30, 2022
In General Discussions
SaaS sales is a popular niche to break into. Representatives in this space sell expensive products, develop their technical knowledge, and learn a lot about consultative and corporate selling. It is a dynamic, rapidly growing and exciting job title email list industry. After all, when you're selling large items, the stakes are especially high. In addition, SaaS sales compensate its representatives very well. Most salespeople in SaaS companies job title email list are rewarded with a high base salary as well as attractive commissions. If that sounds like your kind of thing, read on to find out everything you need to know about SaaS sales. What is SaaS Sales? Simply put, SaaS sales is the process of selling internet-based software. This sales industry requires a high level of customer service and attention, which makes consultative selling a preferred tactic. job title email list This is because SaaS reps usually sell big ticket items with a high price tag. Investment risk is high, which means demonstrating value throughout the sales process is essential. What is the difference between selling SaaS and selling other products or services? SaaS products job title email list and services tend to be expensive, in part because they're usually built by an outside company that also supports and maintains the system. This means that reps approach selling differently to add value to the entire sales cycle. Consultative selling is a preferred approach by salespeople in this space, and companies will invest more time and money in each qualified lead to enable their reps to add value at every stage. This often equates job title email list to more travel and face-to-face meetings than sales in other industries. While other products and services are often purchased in bulk, this is not the case with SaaS. However, relationship management is still just as important, if not more so, as SaaS contracts often need to be renewed at regular intervals. This can be quarterly, semi-annually or annually, depending job title email list on the contract. So while it may seem like a one-time sale, in reality the process is ongoing. For this reason, it's essential that reps maintain strong relationships with customers and don't disappear once they've made a sale. This adds an account management element to the role of a SaaS sales rep, which means sellers in this industry need to cultivate additional skills.