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BuyerSteps Authors: Jason Bloomberg, Will Davis, Adrian Grigoriu, APM Blog, Sarah Watkins

Related Topics: Cloud Computing, SaaS Journal, Marketing and Sales

Article

Generating Pandemic SaaS Sales By @IanKhanLive | @CloudExpo [#Cloud]

Learn what works and what doesn't

Three Essential Steps to Generating Pandemic SaaS Sales | Part 1

Selling is a profession that you can never take lightly. To be successful at marketing and selling something you have got to be the best, on top of your game, ahead of the competition and ready to do what nobody else dares to do. The world of SaaS sales is no different. Competition can be cutthroat, with every next company offering the best shiniest object that can help you cure your worst nightmares and keep your numbers and yes the boss happy. That's far too easy!

So what is it that differentiates the lions form the lambs, the leaders from the followers and the ones who exceed their quotas to those who barely struggle to meet them. The three needed ingredients in this formula of success are not too far from what you may have thought a hundred times before. However success lies in not just knowing these principles but living, breathing and believing them as the source of your destiny.

A Sad Prospect Is a Good Prospect
Profiting from someone's pain does not sound like a good thing, but being able to take someone's pain away is the greatest deed ever. Meeting prospects who have a certain pain in their businesses, whether it's generating cash, marketing products, solving operational headaches or other, can be the best type of prospect you can meet. This is the time when they need a solution and someone who can deliver and take the pain away. Finding these prospects is a hard task but an essential one. If you fail to find companies, people and organizations that are not trying to solve a problem, you are not proactively selling. You are literally waiting for a sale to land in your lap, which does not usually turn out well.

Action Plan
Get out there and have as many conversations as possible. Don't hesitate to ask your prospects a direct question: "What is the biggest pain (in your area of expertise) that your business is currently facing?" Perhaps not every conversation will bring you a million dollar sale, but conversations will lead to opportunities, referrals, and finally recognition, when you are able to solve those problems with your solutions or products.

The SaaS world is competitive, cutthroat, fast moving and yet sometimes frustratingly slow. How do we excel in such an environment? Industry knowledge is key to starting conversations and conversations are the key to making sales happen. To survive get all the knowledge you can get and learn about everything that even remotely touches your product. That conversation at the bar or a coffee with a stranger at a trade show sometimes turns into a multi-million dollar opportunity, purely because of the mere industry knowledge and expertise that you possess. Your knowledge about not just your solution but a broader level of understanding is a testimony of your expertise and you may actually not even need to sell hard because the customer will be sold on your expertise in the first place, and second on the solution you offer. This is an absolute great way to open up the doors that have been closed for you. Guaranteed!

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More Stories By Ian Khan

CNN Futurist, Forbes Contributor, Author, 3 Time TEDx Speaker and Technology Futurist, over the last 20 years Ian Khan has had the privilege to serve the needs of over 5000 organizations by fueling their growth through technology solutions. He has helped a diverse set of businesses ranging from Technology Companies, Oil Companies, Power Generation & Renewables Operators, Microsoft Ecosystem Partners, SAP Customers and Partners, Healthcare Providers, Manufacturers, Facility Operators, Startups, Educational Institutions, Nonprofits & associations and more. Ian’s experiences with these organizations led him to a unique position of being able to identify the common challenges of growth for all these organizations. The bottom line as he found out, is that we all are hungry for success and want to grow and make a difference. Where we fall short is by failing to understand our environment and taking the right action within that environment. After 20 years serving the needs of the industry Ian’s natural pivot was to answer his calling and help organizations at a broader level understand what tomorrow brings. His work and study of all these organizations brought forward very unique perspectives that he now share through his work. Today, hands down, we live in the great time for humanity. Technology is a great thing, but it also has its victims. Many organizations of tomorrow will fail under the pressure of a fast changing world, much of which is fueled and driven by technology. Ian’s mission is to help organizations avoid that pitfall, and propel themselves into success in today’s era and go from digital disruption to digital transformation in the fastest and most sustainable way. This is the only way, according to him, we can together create limitless value, create solutions that are faced by us locally as well as by others around the globe, and make the world a happier place. Today Ian’s work spans working with people by delivering keynotes, consulting and by promoting his 7 –Axioms methodology through his book and workshops. He is also working on an ambitious project of releasing a documentary in spring of 2018 called Industry 4.0. Industry 4.0 will capture the thoughts and insights of some of the world’s leading thinkers and help us understand the 4th Industrial Revolution, Its Impact, and how we can all be have an opportunity to be part of the emerging future and make the right choices. For more information please visit www.iankhan.com