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What We Can Achieve Together
Grow the Sales Pipeline by 1.5X
Findings published in the Sales Excellence Report shared Best Practices that grew the pipeline by an average of 1.5 times.
For example, evidence-based best practices to put more qualified leads in the funnel included sales-led lead acquisition techniques such as Account-based Marketing (ABM) and Sales & Marketing alignment.
Increase the Sales Win Rate by 5%
Increasing the opportunity win rate by just a few percentage points creates immediate, significant and sustained revenue growth.
Best Practices for this goal include integrating CRM software with a sales methodology, designing a predictable sales process, applying tools such as opportunity win plans and improving coaching techniques.
Accelerate Revenue Growth by Double Digits
To accelerate sales growth, you can acquire more customers, increase existing customer revenue or change the pricing model.
There are several best practices for these goals, such as growing Customer Lifetime Value, increasing customer retention, applying price optimization and performing white space mapping.
How to Increase SaaS Sales
Software sales recommendations without supporting data are just opinions.
A smarter approach is to apply evidence-based best practices. These are the methods validated by industry research and include prescriptive guidance, purpose-built measurement systems and integrated technology automation.
Below are the top 9 sales best practices to achieve the four goals of increasing the pipeline, sales win rate, salesforce quota attainment and company revenue growth.
In the software industry, sustained revenue growth isn't achieved from a single tactic. It's earned from a combination of proven methods. And it's maximized by adopting the right mix of evidence-based best practices that work together to go beyond incremental and temporary results and deliver transformational sales growth.
Because sales best practices are data driven, they can be modeled to show investment, cash flow impact, time to value and payback.
A single best practice will deliver incremental revenue growth. A collection will deliver exponentially more.
Accelerate Software Sales with Data Driven Insights
Increasing the sales win rate is one way to accelerate revenue growth.
Sales performance research surfaces insights and best practices that can help software as a service companies increase their sales win rate and close more sale opportunities.
Research performed for the Sales Excellence Report found that sellers with optimized sale methodologies achieved an 11% higher sales win rate than those with informal sales methods.
Sales win rates were further elevated when an optimized sale methodology was integrated with a predictable sales process and CRM software. These three components created the sales trifecta and increased sales win rates 6% above sale methodologies alone.
Sales research that analyzed win rates revealed that salespeople who consistently applied a SaaS customer acquisition strategy with sales win plans achieved a 5% higher sales close rate than those who did not.
Sales management research shows that active sales coaching delivered significant performance improvements in the areas of sales conversions, quota attainment, annual revenue growth and salesforce tenure. In fact, the Best-in-Class sales teams consistently performed active sales coaching and as a result earned 11% higher sales win rates, 12% higher salesforce quota attainment and 21% year over year revenue growth. They also realized 6% less voluntary sales turnover. The data also showed that sales coaching programs earned 78% ROI on the coaching investment.
Sellers know what works for them. Salesforce technology research found that salespeople cited five applications that most helped them achieve their goals.
Sales analytics research found that the top sellers were 1.8 times more likely to use dynamic sales dashboards and 4 times more likely to use predictive analytics when compared to lower performing peers.
Each of our Signature Services capitalize on these and other insights with evidence-based best practices, prescriptive frameworks, purpose-built measurement systems (i.e., dashboards and predictive analytics) and technology automation.
Johnny Grow Signature Services
Research Shows What the Top Sellers Do Differently
The Sales Excellence Report answers the question of how to increase SaaS Sales.
This research-based report identifies what the top software sellers (i.e., the top 15 percent) do better and differently than their lower performing peers – and how they do it.
It identifies and ranks the sales strategies, methods and technologies that delivered the biggest impact to the salesforce's biggest objectives.
Helping Software Companies Accelerate Sales is Our Business
We help sales leaders apply evidence-based best practices and supporting technologies to drive big increases to the pipeline, improve conversions, help more sellers exceed their quotas and grow year over year revenue.
Our prescriptive methods, best practices and technology accelerators bring proven techniques to achieve repeatable outcomes. Our purpose-built analytics bring visibility and predictability to progress and forecasted results.
Software as a Service Sales Insights
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