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Effective Sales Strategy
What is the key to an effective sales strategy? There is not any single answer to this question. The sales strategies and tactics your business employs can depend on various factors, which may naturally lead to follow-up questions: What are examples of sales strategies? What are sales strategy examples for small business models?
Winning by Design, a business that provides resources useful for the execution of innovative sales strategies, recognizes 4 types of sales strategies: solution selling, consultative selling, strategic selling, and the SaaS Sales Method.
Solution selling is considered the original sales strategy. With this method, the customer comes to a business already well-aware of their problem and its potential solution. The sales representative is expected to assist the customer in selecting the correct product. Consultative selling is useful when a customer knows what their problem is but needs help understanding the potential solutions available to them. For this method, the sales representative is expected to inform the customer of their options and assist them in selecting the appropriate product. Strategic selling is a more recent method, which emerged from an atmosphere where customers wanted more than simply new technology. The sales representative is expected to devise more creative solutions to problems that have not yet been identified.
The first three sales strategies are more traditional methodologies and may be familiar to you. However, not every sales strategy framework is feasible for every type of business, especially if you happen to be operating a B2B SaaS company, as these kinds of businesses tend to rely upon repeatable sources of revenue. It is for this reason that there is a unique B2B sales strategy framework for SaaS companies.
The SaaS Sales Method borrows several aspects from the other three methodologies, which will be expanded upon shortly.
Importance of Sales Strategy
The SaaS Sales Method is the most modern in comparison to the other 3 sales strategies discussed previously (i.e. solution, consultative, strategic). It is designed to be an effective sales strategy that specifically caters to the needs of the SaaS business model. What is sales strategy in the context of this business model?
When it comes to how to write a sales strategy for SaaS companies, the focus tends to be on profit generation that occurs further down the line once the solution the customer receives delivers the impact that was promised to them. This is a shift away from a focus on profit generation that occurs shortly after a deal is closed. As you analyze B2B sales strategy examples more closely, you may notice that there tends to be more effort devoted to ensuring that an account continues to grow and the service is used consistently.
For the SaaS business model, the importance of sales strategy is rooted in cultivating and maintaining relationships with customers. This is why a successful sales strategy example business plan for SaaS companies is often centered around impact-driven sales (which can happen at any point in the relationship with a customer) rather than qualification-driven sales (which is usually a one-time event). The emphasis is not only on delivering a solution, but on delivering impact at virtually every stage of a customer’s journey with a company.
To deliver impact consistently across a company’s relationship with a customer, the SaaS Sales Method involves employees in marketing, sales, and customer success, all of which interact with customers. This serves to ensure that impact is discovered, communicated, and delivered throughout the relationship. To accomplish this, the customer is viewed as having lifetime value, which requires branching out from the traditional sales funnel by tacking on additional steps to the end of it.
Sales Strategy Plan
The traditional funnel or sales strategy plan includes the steps of awareness, education, and selection. The SaaS Sales Method rotates this funnel to a horizontal orientation and mirrors the structure on the other side to include the additional steps of onboarding, use, and expansion. The final sales and marketing strategy plan appears to be in the shape of a bowtie.
Winning by Design specializes in providing this kind of SaaS Sales Method, which is a complete and effective sales strategy that includes current program diagnosis, organization structure recommendations and alignment, a KPI framework, and a 30/60/90 day implementation plan. Winning by Design helps implement these sales strategies so they are repeatable and scalable for any business. If you are searching for resources like a sales strategy plan PDF or sales strategy plan PPT, you may be interested in one of WbD’s services called Sales Playbook Design.
WbD’s Sales Playbook Design service can help you prepare to execute key moments in the sales process with consistency and precision by using a customized sales playbook. A sales playbook provides your sales team with a step-by-step guide on how to remain customer-centric at pivotal points in the customer buying journey. WbD’s sales playbooks include customized blueprints that visualize key moments in the sales process, clear entry and exit criteria for each stage, and best practices recommendations related to how to implement the playbook into your sales team’s current workflow.
The goal is to give you a sales process that 1) sales representatives will actually follow, 2) includes detailed directions that drive consistency throughout the process, and 3) is easy to measure and abide by. Winning by Design aims to achieve this with a four-step action plan that includes gathering data, defining the process, validating the process, and implementing the process. Continue reading to learn more about how Winning by Design could help you achieve sustainable growth in recurring revenue.
Strategies to Increase Sales
What are 4 general ways to increase sales? Many effective strategies to increase sales take how you organize your sales team into account. B2B sales representatives were once viewed as independent contributors, but in recent times, the way that a sales team is built has changed. Today, there is an emphasis on separating sales representatives into units that work together to increase sales. Examples of unique ways to increase sales include creating specialized roles to develop one’s sales team, creating sales PODs, scaling revenue growth with PODs, and building sales teams with POD recruiting.
When it comes to how to increase sales of services, many of which are becoming subscription-based, there is a growing need to not only focus on closing, but on enabling sales teams to build recurring revenue throughout the sales cycle. This often requires the organization of specific skills in ways that can increase sales and maximize the effectiveness of each stage of the process. As was mentioned above, one way this can be done is by creating specialized roles to develop your sales team.
There are 5 ways to increase sales volume by using this strategy, which is by grouping specialized sales team members across the bowtie model in the following manner:
- Market Development Representative (MDR) and Sales Development Representative (SDR)
- Account Executive (AE)
- Onboarder (ONB)
- Customer Success Manager (CSM)
- Account Manager (AM) and Account Development Representative (ADR)
These groupings allow sales representatives to focus on mastering the skills required to support the customer at a specific stage rather than every stage. As a result, these roles have the potential to increase the velocity of the customer buying process. From this point, different combinations of these groups can be made to create PODs which can accommodate the effects of the increased volume and shorter sales cycles that are part of the high velocity SaaS environment.
Sales Strategy Presentation
With all of this information about SaaS sales strategies in mind, you may be ready to begin crafting your updated sales strategy presentation. To make the best sales plan presentation that you possibly can, it may be helpful to jumpstart the process with services geared towards B2B SaaS companies. If you believe you could benefit from something like a sales strategy example or guidance, Winning by Design can assist you with various sales strategy services.
As was highlighted earlier, the way your organization is structured can have a major impact on the success of any sales strategy you pursue. This is the reason why a typical sales strategy presentation PDF may often include details about how to structure your sales team. With WbD’s Org / Role / KPI Design service, you can take steps toward designing your organization for growth, scale, and impact.
WbD’s Org / Role / KPI Design service could be a way for you to begin creating a yearly sales plan presentation PPT that features how a purposeful organization design that flows with your strategy, growth plan, and KPIs can set your team up for scale. The service includes requirements for customer-facing roles based on growth modeling and diagnostic information, definitions of activities and key metrics for each customer-facing Revenue role, and guidance regarding how to measure activities and their expected impact at both the individual contributor and team levels.
These features may be able to provide you with not only a plan for your organization that scales, but comfort that your team will be tracking the KPIs the matter most and best practices related to team size, role definition, and responsibility matrices based on peer benchmarks. Winning by Design aims to deliver these results in three steps: identifying areas of impact, defining roles, and designating or assigning metrics.
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