WolfofSiliconValley profile picture
WolfofSiliconValley profile picture

WolfofSiliconValley

Sales Enablement Manager

Catalyst
Valued Contributor
Good Citizen
+2

Service or Need

We all know Saas stands for 'Software As a Service' but companies want to use the Solution-Based Selling method. 

As much as every tech company wants to think they fall under the 'need' category, how do you position your Saas product as a need to your prospects? 
✍️ Sales advice
👑 Sales Strategy
☁️ Software Tech
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17 comments

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SADNESSLieutenant
Politicker
5
Officer of ♥️
You do it by identifying their pains, the cost of those pains, the price of inaction, and contrasting that to the value of your results.

Inaction = 1,000/day
Action = 300/day

Need = Yes
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
This is a very straightforward example.
WolfofSiliconValley
Catalyst
1
Sales Enablement Manager
Love this
jefe
Arsonist
1
🍁
Very well put
CuriousFox
WR Officer
3
🦊
Put yourself in the shoes of a prospect. What would you want to hear from a rep?
braintank
Politicker
2
Enterprise Account Executive
Depends on the company
ThatNewAE
Big Shot
2
Account Executive - Mid enterprise
By first uncovering their current processes, then identifying where they are losing out on revenue and then positioning your product as need.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Yes, because "SaaS" is a word describing how your software is delivered, not an indicator of how it should be sold.

You're still needing to find out what problems your customer has that your software solution can resolve, and then you need to connect that to the value your software has for them. If you have great customer stories about the $ amount your customers saved or the % time to market was increased, those can be great to point to as ROI for your customer.

In today's macro environment, budget is going to play a huge part in any discussion, so being able to clearly outline what problem you solve and the $$ attached to that will help enormously.
Arzola
Valued Contributor
2
Business administration
It boils down to tailoring it to their needs, if you identify what they really need and why they need it, it will become a necessity if it solves their problem.
Diablo
Politicker
1
Sr. AE
What challenges do you help your clients overcome?
WolfofSiliconValley
Catalyst
0
Sales Enablement Manager
The cost of production, the time creating content, the ability to generate revenue
TennisandSales
Politicker
1
Head Of Sales
So if they didn’t have your product, how would the solve the problem your product solves?

And does that make any significant change to the business?
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Its hard (like impossible) to "solution sell" when you only have 1 thing you sell. I have had bosses say "you need to solution sell" but then provide no additional instruction, guidance, or direction.

What he probably means "consultative sell". If you come in from more of a consultant perspective, as opposed to a sales guy's perspective, you are able to better discuss their needs and position your single solution as a possible savior to whatever problem you helped them create.
WolfofSiliconValley
Catalyst
0
Sales Enablement Manager
What’s a priority for me
BourbonKing
Valued Contributor
0
VP of Sales
Companies purchase software to "do" something...to solve a problem. Solution-based selling teaches you to look for the problem and then demonstrate how your software offers a solution to that problem. The converse is simply showing up and presenting your software's features and functionality, regardless of whether the prospect needs it or not. Don't assume everyone needs your software. They don't. Find the prospects who do and selling becomes easy.

SaaS simply refers to how the software is priced. In the old days you would buy the software for a fixed price, install it, and own it. If you ever wanted an update or a newer version, you had to buy that. Otherwise, you could keep using the version you had and never pay more than what you initially spent. SaaS is a subscription-based model where you pay a much smaller amount upfront, but continue to pay in regular increments (usually monthly). You don't own the software. Once you stop paying the recurring subscription amount, you can no longer keep using it. The upside to this model is that all updates and version releases are included at no additional charge.
Arz
Politicker
0
Business Administration
Depend of the company, any company have different necesityhas different needs, the trick is to identify them and offer a good solution.. if your product can be a solution for the company for sure u will get a client
WhoDey
Opinionated
0
VP of Sales
There are two pain points to be addressed: the pain that your product solves and the pain that the SaaS model solves. Assuming that you have a product that addresses a problem the prospect has, the other pain point to uncover is in billing, predictable pricing (growth), and cost of maintenance/upgrades...all things that the SaaS model addresses.

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