How to Increase SaaS Sales

Johnny Grow

Revenue Architects for Software Companies

Ready for a World-Class SaaS Customer Acquisition Strategy?

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 SaaS industry-specific 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.

Sales Best Practices
Sales Best Practices | Source: Sales Excellence Report

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.

The Sales Trifecta

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 Win Plan Conversions

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.

Sales Coaching Benefits

Sellers know what works for them. Salesforce technology research found that salespeople cited five applications that most helped them achieve their goals.

Top 5 Sales Technologies

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.

Sales Predictive Analytics

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

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Accelerate Sales

with Best Practices that Create Transformational Revenue Growth

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Sales Strategies

to Engineer Revenue Acceleration in the Least Time, Cost and Risk

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Price Optimization

to Calculate Strategic Prices and Gain Immediate Revenue Uplift

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Sales Methodology

to Sell Smarter and Increase Sale Opportunity Conversions

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Sales Coaching

for Staff Development and Improved Salesforce Quota Attainment

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Increase Sales Productivity

to Improve Staff Efficiency, Effectivness and More Time Spent Selling

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Sales Technologies

to Improve Salesperon Productivity and Sales Outcomes

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Salesforce Sales Cloud

to use this Technology for the Most Important and Highest Impact Sales Goals

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Artificial Intelligence

for Improved Sales Coaching, Sales Productivity and Sales Outcomes

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Research Shows What the Top Sellers Do Differently

Sales Excellence Report
Sales Excellence Report

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

How to Achieve Best-in-Class SaaS Growth

Research shows the Best-in-Class SaaS companies achieve 106% higher ARR growth than all others. It also shows how they did it.

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How SaaS Companies Achieve Best-in-Class Sales Performance

Research shows SaaS companies that achieve Best-in-Class sales performance realize 102% higher revenue growth than all others. It also shows how they do it.

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How to Create a Hypergrowth SaaS Growth Strategy

Use this 3 step SaaS Growth Strategy to accelerate revenue growth in the least time, cost and risk.

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The 6 Reasons SaaS Customers Churn

Research published in the Customer Service Excellence report show the top reasons that SaaS customers churn. It also shares the insights to prevent that churn.

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How to Surge SaaS MRR, ARR and Customer Lifetime Value

The 3 best practices for Software-as-a-Service companies to increase MRR, ARR, customer share, customer lifetime value and company revenue growth.

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Grow your B2B SaaS Sales Funnel with 3 Best Practices

How to surge your B2B SaaS Sales Funnel. 3 Best Practices to increase the sales win rate, close more sale opportunities and acquire more customers.

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The Most Effective B2B SaaS Customer Retention Strategies

Research findings show the top causes of software-as-a-service customer churn and most effective B2B SaaS customer retention strategies.

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Grow the B2B SaaS Marketing Funnel with 3 Best Practices

Best practices for Software-as-a-Service marketers to increase lead acquisitions and grow the grow the marketing funnel.

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Visit the SaaS Best Practices Hub for more research findings, best practices and enabling technologies