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How Sales & Marketing Can Work Together to Maximize SaaS Revenue Growth

Over the past decade, we have seen major sales and marketing traps that prevent software-as-a-service companies from achieving their growth potential. We asked a few SaaS sales experts what they think are the most important aspects of selling software as a service. [Sources: 2, 6]





To create a healthy relationship between sales and marketing, you need to train your marketing team on all sales-related issues. It is also important to bring together the sales market to create a qualified head start in sales, which SaaS does. This means your marketing team is responsible for delivering highly qualified leads to your sales managers so they can track them and turn opportunities into customers. Marketing and sales units are highly coordinated, and sales/marketing teams go hand in hand to attract, inform, and retain customers, not only saving time and effort but also serving as a competitive advantage. [Sources: 3, 15, 17, 19]

Explaining what your marketers do every day for sales helps bridge the gap between sales and marketing. Now that everyone is on the same page, coordinating your SaaS marketing team with your sales team will help you achieve key metrics. Once the sales/marketing teams have a common KPIs, you will see if the synergies between them work and analyze them in terms of how sales business is done versus marketing. Now that you know why marketing and sales are not working, recognize the weaknesses of your current system, and work to make changes to make them more efficient and effective. [Sources: 3, 10, 17]

If you are new to the SaaS sales game or just want to improve your sales techniques in an ever-changing software area, this complete guide will show you everything you need to know to get SaaS rolling. This simple model helps you create synergies that work for you and take the steps necessary to create a strong B2B SaaS marketing funnel, drive conversions, maximize your growth potential, and start customer acquisition. A SaaS Marketing Plan is a combination of all aspects of your business, including product, sales, support, and revenue models, all of which are bundled into a marketing-like bundle. [Sources: 5, 6, 8, 17]

By shifting sales and marketing to a single marketing department, you can gain unique insights into the sales process, optimize your sales and marketing strategy, tap into new business opportunities, and increase sales. Aligning your sales and marketing teams is a fantastic way to grow your business and scale it beyond what a separate sales or marketing team can do. [Sources: 3]

It is all very well to say how to get your sales and marketing teams to work together, but you also need to know how to get them to work together effectively. Building a good SaaS sales team is about harnessing the hard scientific facts that you get from the sales funnel to sell hard and sell hard. If your sales or marketing machine is too aggressive, your employees will make quotas and your SaaS business will end up paying for it. But if you have successfully raised MRR to new heights, you need strategies. [Sources: 1, 8, 13, 16]

Not all SaaS apps benefit significantly from partnerships and integrations, but for those who do, it's important to create tons of material. [Sources: 0]

We hope these SaaS sales tips will help you improve your sales and increase your MRR scores. Register for a free, personalized demo of SuperOffice CRM and we'll show you how to bridge your sales and marketing teams with our award-winning CRR software. [Sources: 3, 16]

Now that your seller is involved in snuff, the next step in the SaaS sales process is to identify and collect potential customers. Once someone becomes a customer, your SaaS company can communicate with them consistently to prevent brain drain. This comes into play by putting one leg up and reducing the time it takes to achieve meaningful results for new SaaS customers. [Sources: 11, 14, 16]

A holistic approach to marketing can be beneficial for any SaaS company as long as it has a functioning marketing strategy that successfully generates leads and customers. The B2B business, in particular recurring revenues, was concentrated on SaaS companies that rose above the competition. A customer-oriented marketing strategy helps them to meet changing expectations, increase profitability, and keep sales at full volume. [Sources: 4, 21]

Without having to spend a penny on marketing or sales, leads can find your SaaS business and become customers, not to mention the current customers who purchase additional services and features. Attracting SaaS customers as new SaaS customers who may be upgrading can easily be worth ten times that. [Sources: 1, 20]

Direct sales and marketing costs often do not include the investment required for freemium or free trial models. If they do a really good job of winning new leads and getting them into contracts, that should be a big part of your marketing budget, not just a small part. [Sources: 12]

Getting test users to convert paying customers is a big part of any SaaS marketing campaign, and pricing plays a significant role in that. Marketing and sales help identify strong leads, convert them, promote upselling opportunities, and provide useful content that gives customers a reason to stay. Marketing Automation and Customer Engagement Management (CRM) analyses can provide great value in figuring out how the process works and how it works in terms of lead generation, conversion rate, customer loyalty, and retention. CRM analysis can help you identify key sales touchpoints in the marketing and sales process, but you need to better narrow the screen for the most important parts of the sales process, such as customer satisfaction and engagement. [Sources: 7, 9, 18, 20]






Sources:

[0]: https://www.animalz.co/blog/content-and-sales-collaboration/

[1]: https://chaotic-flow.com/aligning-saas-customer-success/

[2]: https://www.scalematters.com/blog/sales-marketing-waste-kills-growth

[3]: https://www.superoffice.com/blog/sales-marketing-alignment/

[4]: https://www.saastock.com/blog/saas-marketing-channels/

[5]: https://blog.simplestrat.com/b2b-saas-marketing

[6]: https://www.nutshell.com/blog/saas-sales-complete-guide/

[7]: https://getcodeless.com/saas-marketing-strategy/

[8]: https://www.digitalmediastream.co.uk/blog/how-to-build-a-successful-saas-sales-team

[9]: https://www.tenfold.com/sales-reporting/meaning-sales-marketing-advantages/

[10]: https://growandconvert.com/marketing/why-marketing-sales-teams-dont-get-along/

[11]: https://sproutsocial.com/insights/saas-marketing/

[12]: https://www.opexengine.com/why-public-saas-financial-benchmarks-for-sales-and-marketing-expense-dont-tell-the-story/

[13]: https://sujanpatel.com/marketing/sales-marketing-can-work-together/

[14]: https://www.wordstream.com/blog/ws/2018/06/04/saas-clients-marketing-agency

[15]: https://www.advanceb2b.com/blog/the-mission-matrix-saas-go-to-market-strategy

[16]: https://www.uplead.com/saas-sales/

[17]: https://www.incredo.co/blog/how-marketing-and-sales-synergy-model-works-for-saas-companies/

[18]: https://www.gainsight.com/customer-success-best-practices/marketing-automation-customer-engagement-management-drives-saas-revenue/

[19]: https://www.bigdropinc.com/blog/saas-lead-generation-mistakes/

[20]: https://terminus.com/blog/saas-kpis-marketing-sales/

[21]: https://blog.goldenspiralmarketing.com/why-a-sales-driven-marketing-strategy-wont-work-for-your-saas-company



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