Sales strategy (SaaS)

Grow your SaaS company and get more enterprise clients,...and have a clear roadmap to success.

Sessions: 7
Steps: 22
Last edited: Feb 28, 2022
Created by: Nova

About this process

Develop a sales strategy. Grow your SaaS company and get more enterprise clients, learn how to shorten your sales cycle, and have a clear roadmap to a successful business. Use this workflow if you want to: Learn how to audit and truly understand your own sales processes. Identify the perfect customer. Evaluate your current sales process. Map your new sales process. Automate your sales process without ruining your sales or your unique sales strategy. Keep it personal and efficient. Where to inject marketing levers into your sales process.

Sessions at a glance

#SessionSteps

01Identify the perfect customer5 02Sales metrics2 03Current sales process0 04Review & Improvement7 05Positioning5 06Map the new sales process0 07Automation3

The process in detail

7 sessions · 22 steps

Identify the perfect customer

5 steps

1
3 Top markets.
2
Early adopters.
3
The anti-buyer.
4
What characteristics make someone a buyer?
5
What additional information do you need to discover about each segment?

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1. 3 Top markets.

Focusing on your top 3 or 4 markets (6 max), define their key characteristics. Geographic: Countries, nations, cities, etc. Demographic: Age, gender, sex, education, family, and income. Psychographic: Lifestyle, social class, and personality. Behavioral: User status, usage rate, benefits, occasions, and loyalty attitude.

Work on the whiteboardBusiness market segmentation

2. Early adopters.

Who would be the early adopter and why? Early adopter: An early adopter is an individual or business that will use a new product or solution. This user usually is excited about the product or solution and helps companies grow by providing feedback.

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3. The anti-buyer.

In this step, identify and define those people you don't want to target.

Write a note

4. What characteristics make someone a buyer?

Open the board and think about your buyer and your anti-buyer. What do they have in common? What do they do different? How do they think differently? How do they feel the pain? How would you use this information to better target your buyer? How would you use this infomation to find them? What channels will you use?

Work on the whiteboardBuyer & anti-buyer

5. What additional information do you need to discover about each segment?

What additional information do you need about each segment? What are you assuming, and what should be tested? Answer the following questions. Ask yourself how you know the answer, and estimate how accurate your answer actually is. How often do they suffer? How long, What amount of time/money is wasted by the problem? How do they talk about the problem (pain)? When? Why can't they solve it themselves? How have they tried to solve the problem and failed? What if they could solve it? What would life be like? Show them the possibilities of a life without suffering. Show them the reverse of all the things we identified above. What is your solution? What is the physical nature of it? What is included?

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Business market segmentation

NAME
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GEOGRAPHIC
DEMOGRAPHIC
GEOGRAPHIC
DEMOGRAPHIC
GEOGRAPHIC
DEMOGRAPHIC
Country/Countries:
Gender and age:
Country/Countries:
Gender and age:
Country/Countries:
Gender and age:
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Cities
Education and income:
Cities
Education and income:
Cities
Education and income:
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PSYCHOGRAPHIC
BEHAVIORAL
PSYCHOGRAPHIC
BEHAVIORAL
PSYCHOGRAPHIC
BEHAVIORAL
Lifestyle and social class:
Loyalty attitude:
Lifestyle and social class:
Loyalty attitude:
Lifestyle and social class:
Loyalty attitude:
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Personality:
Benefits:
Personality:
Benefits:
Personality:
Benefits:
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PAIN What are they trying to avoid? (the pain points)
PAIN What are they trying to avoid? (the pain points)
PAIN What are they trying to avoid? (the pain points)
IDEAL STATE
IDEAL STATE
IDEAL STATE

Buyer & anti-buyer

Buyer
Anti-buyer
differences
Example: Male
Example: Female
common characteristics
DIFFERENCES
COMMON CHARACTERISTIC

Sales metrics

2 steps

1
Volume & status.
2
Value and velocity.

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1. Volume & status.

Add all your sales leads here. Choose a sticky note color base on their status. Won**: Blue sticky note. Lost:** Grey Hot (Very interested):** Red sticky note Warm (Somehow interested):** Yellow sticky note Cold (No interested):** Light blue sticky note

2. Value and velocity.

Track your opportunities using the following metrics: Volume:** Number of opportunities Value:** How much value? Is this opportunity worth our time? Velocity:** How fast are you converting those deals? Use this matrix to evaluate your sales strategy visually. Are you spending too much time targeting the wrong potential user/customer? What's your avg value? What is your avg velocity?

Work on the whiteboard3V

Value and Velocity
Volume & status
Add your sales leads here. One per sticky note.
Month/Sprint:
MM-YYYY to MM-YYYY
Client name
Client name
$3001 - 5000
$1001 - 3000
$500 - 1000
$251 - 500
VALUE
$41 - 250
$5/40
1 WEEK
2 - 4 WEEKS
2 - 3 MONTHS
4 - 6 MONTHS
7 -11 MONTHS
+1 YEAR
1 YEAR
VELOCITY

Current sales process

The objective is to map your current sales process and understand what is happening. Get your team involved, mark those phases that need improvement. Evaluate your current scripts, notes, presentations, etc DON'T: Don't create a new process. This is an evaluation session. DO: Ask questions like: Why do you think 40% of your potential clients don't answer your emails? What can we improve? Do you need any additional resources? Using our template: We are providing a template but feel free to start from scratch.

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Board

6
7
4
1
2
3
5
PROCESS
Won
Lost
Discovery
Demo
Qualifying
Proposal
Prospecting
Find potential clients: WHERE
MEETING EVALUATION
Client evaluation: Is their team big enough? Do they have at least 5 employees? Are they using other tools or platforms and are they paying for it? Do they have the budget? Is their company/organization growing? Velocity: How fast will they adopt our technology?
Message/Email A: [Script]
Message/Email A1: [Script]
DEMO - MEETING: Include: Script Powerpoint presentation Additional resources
Meeting remainder: [Script]
Meeting invite: [Script]
Onboarding process
Bad timing (follow up in XX weeks)
Action
Linkedin
Competitors social media
No
Action
YES
Google search
Evaluating the option
Action
Google/Facebook Ads
The client will try our free version
Action
Events & workshops
Asking for a second demo with the team
Action
Message/Email B: [Script]
Message/Email B1: [Script]
Yes
Action
PROPOSAL Include: Script Powerpoint presentation Additional resources
NO
Action: For example "Drop"
Action

Review & Improvement

7 steps

1
What is working?
2
What is not working?
3
What is the over all volume a month?
4
Average value.
5
How fast are you converting those deals?
6
What is your current sales process?
7
What can you change/improve?

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1. What is working?

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2. What is not working?

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3. What is the over all volume a month?

Number of opportunities.

Choose one

5 - 50 leads
51 - 100 leads
101 - 200 leads
200 - 500 leads
+500

4. Average value.

Choose one or more

$9 - 40
$41 - 100
$101 - 500
$ 501 - 1000
$ 1000

5. How fast are you converting those deals?

How many days or months takes you to convert a potential customer into a customer?

Write a note

6. What is your current sales process?

Write a note

7. What can you change/improve?

Write a note

Positioning

5 steps

1
Customer challenge & company differentiator.
2
Mission: "Why" - Why does your product exist?
3
Product/Service Category.
4
Tagline: Product value.
5
Write your brand positioning statement.

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1. Customer challenge & company differentiator.

Create a list of all your customer challenges and define your company's differentiator. First, let's define both concepts: Customer challenge/pain:** What are your customers' primary pain points? What are they trying to avoid? Company differentiator:** Define how and why your product provides the best solution to the problem.

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2. Mission: "Why" - Why does your product exist?

How do you see your customers using it to improve their lives or solve a problem?

Write a note

3. Product/Service Category.

Define your competition zone. What kind of product are you selling?

Write a note

4. Tagline: Product value.

Define your product and its value. How will you describe your product to your target audience? (keep it short)

Write a note

5. Write your brand positioning statement.

Here are a few templates: [Brand name/ Product name]* is for *[target audience]* who want *[statement of need]. Unlike **[competition], our brand is the only brand offering that [brand promise] because [reason to believe]. For [target audience] that need [need], [brand name/product] is a [product category] that [how does your product solves your customer's need]. Unlike [competition], our brand is the only brand offering that [brand promise] For [target audience], [name of the product or brand] is the [product category] that will [problemyour product solves for your customer] so they can [benefit].

Write a note

Map the new sales process

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Board

6
7
4
1
2
3
5
PROCESS
Won
Lost
Discovery
Demo
Qualifying
Proposal
Prospecting
Find potential clients: WHERE
MEETING EVALUATION
Client evaluation: Is their team big enough? Do they have at least 5 employees? Are they using other tools or platforms and are they paying for it? Do they have the budget? Is their company/organization growing? Velocity: How fast will they adopt our technology?
Message/Email A: [Script]
Message/Email A1: [Script]
DEMO - MEETING: Include: Script Powerpoint presentation Additional resources
Meeting remainder: [Script]
Meeting invite: [Script]
Onboarding process
Bad timing (follow up in XX weeks)
Action
Linkedin
Competitors social media
No
Action
YES
Google search
Evaluating the option
Action
Google/Facebook Ads
The client will try our free version
Action
Events & workshops
Asking for a second demo with the team
Action
Message/Email B: [Script]
Message/Email B1: [Script]
Yes
Action
PROPOSAL Include: Script Powerpoint presentation Additional resources
NO
Action: For example "Drop"
Pre-demo: Calendar remainder
Follow up email
Action
Email & Video: Sell them the benefit: DON'T: "Get on a demo with our sales rep" DO: "Get on a strategy session- customized. This session will be lead by one of our product specialist.This is what you are going to learn."
RESOURCES + LINKS

Automation

3 steps

1
Simplicity.
2
Automation.
3
Improvements.

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1. Simplicity.

How can you make this process more simple for you and for you customer?

Write a note

2. Automation.

How can you automate this process? What platforms would you use? Tools like: Hubspot, apollo, copper, etc What resources would you need?

Write a note

3. Improvements.

What do you think you should improve?

Write a note

Use this process

Capabilities

Fully editableAdapts as work changesAdd more sessions anytimeAI can be assigned

Created byNova·Official process

Last edited Feb 28, 2022·7 sessions · 22 steps