Inbound Sales Helps SaaS Companies Grow Quickly with Qualified Leads and Improved Operational Efficiency
‘Change is the only constant’ is a wise proverb. The rate of change however, is another story altogether. In the very disruptive ecosystem that tech firms coexist in, the rate of change has increased so alarmingly that they struggle to keep up and eventually go under.
There’s one way to keep head above the waters though, and it’s not constant innovation or having the most advanced tech. It’s not even having the latest software solution with all every imaginable feature on offer. What it is however, is sales and marketing’s latest avatar - Inbound - that ensures you stand out and are around for the long haul.
In a time when everything has changed - from sales techniques to working culture to the tools used to track pipelines - Inbound works well for these reasons:
#1 Inbound is Particularly Effective for Selling Software: No Matter how good your software is, it will not sell itself. In fact even the best spec sheet won’t sell these on its own. The cold reality is that customers don’t really care about the details of your solution but only about whether it can help solve their specific pain points. This is where it’s Inbound to the rescue as it:
- i) Helps you showcase your technical expertise
- ii) Empowers your sales team to connect with your audience and win their trust through valuable content
- iii) Close deals by framing your software as a clear solution to a challenge they are facing
- iv) Increase renewal rates by providing qualified leads who can make the most of your software for years to come.
This scalable approach is robust, cost-effective and works regardless of the sales cycle’s length by meeting the buyer where they are in the journey to nurture them from unknown prospect to loyal customer advocate and promoter.
#2 Inbound Humanizes Software to Meet Specific Customer Needs Even when it’s software they’re buying, the underlying customer psychology remains the same - people still make purchase decisions emotionally first and rationalize with facts and figures later, well after they’ve already decided to buy! What this means for your firm is simply this:
Move from the outbound, one-size-fits-all messaging en masse in the hope that somewhere within those volumes sales conversions happen, to a personalized experience that speaks directly to your customer’s pain points and builds trust so that you are both the emotional and logical best choice.
Realize that the customer is in the driver’s seat and all you need to do is provide the right information via timely roadside checkposts to steer them in the right direction.
#3 Remote Workforces act as a Growth Engine: On demand Inbound sales experts are the key to growth for SaaS firms as they look to deploy products rapidly, gain market share quickly to keep investors happy and do all this without the time, energy, effort and the overheads that come with trying to scale up an in house sales team. Being able to scale up or scale down your sales department as needed is a big plus for a software company trying to remain agile and ultra-responsive in what is a highly competitive sector. Additionally, leveraging the capabilities of an expert external team eliminates expenses associated with on site hires and optimizes profits to fuel further growth.
#4 Inbound Improves Operational Efficiency using CRM Software Inbound cleverly automates personalized communication through cloud software and CRM automation tools. These platforms sift and segment disinterested leads from your active lead funnel and use web analytics to deliver on everything from landing pages, website and mobile optimization to SEO and content management. It also factors in social selling and utilizes in-depth buyer behaviour data such as traffic, click-through, bounce and conversion rates to help you analyze, assess and improve your sales strategy.
Best of all, these tools are designed so that they can easily be integrated into your SaaS.
#5 Inbound keeps you Ahead of the Curve and Competition: Software startups are often under a ton of pressure to meet very ambitious sales and revenue targets and can’t afford to be second best. It’s no longer good enough to just have a first-mover advantage as what keeps tech firms from going out of business is reinvention and continuing to stay relevant.
Unlike other industries, if a software company grows at only 20%, it has 92% chance of ceasing to exist within a few years according to McKinsey.
Where Inbound offers a competitive edge is through its comprehensive assessment of competitors to help you decide where your efforts are best spent to cut through the clutter, grab the attention of your potential prospects and stay on top of your game to finish strong. With a variety of options to choose from, the customer will usually choose the easy to understand, transparent, user-friendly solution that comes with no shortage of content to help you to take full capacity of it.
Inbound Increases Software Sales by Humanizing Tech and Strengthening Customer Connect
While software professionals love to show off their latest cool features and functionalities, Inbound helps shift the focus from features to benefits, making your potential customers the master of their own fate. Going from “Look! Our company’s new platform has X,Y and Z cool new features and upgrades! Neat, huh?” to “With our software you save your company millions, improve efficiency by x% and generate ‘y’ times more revenue” is not just semantics or a subtle change in sales-speak.
Making customer pain points your problem before they even know they have one, helps SaaS companies stand out from the crowd and attract qualified leads that accelerate sales success.