Sales Training and Consulting for B2B Companies

sales training and consulting

Why invest in Sales Training and Consulting?

There are normally two reasons companies invest in our Sales Training and Consulting services. Firstly, they are often in a hurry to find sales growth and are looking for a short cut, a growth hack.聽

Often these companies would eventually find the right strategies and tactics themselves, but they may be keen to capitalise on their first mover advantage or satisfy the needs of external investors.聽

For these companies we provide a shortcut, we help them avoid the pitfalls and roadblocks that every growing 聽business experiences.聽

When you engage with Klozers your team has access to over 70 years experience in B2B sales and marketing.聽

Our sales training can help you get the best out of your team, alongside our consultancy services that will help you deploy the changes identified by our consultancy

Let’s take a closer look at why it makes so much sense to use sales training and consulting services together.

1. Why sales consulting compliments your sales training?

Many companies make the mistake of rushing into training as the solution to improving sales performance.聽

Indeed, training may be part of the solution, but it is never the whole solution.聽 Before any training takes place it’s important to understand the root causes of the challenges within the sales department and only when we truly understand the problems can we prescribe the best possible solution.聽

By rushing into training we would be assuming that everything else that affects sales is聽100% perfect, and that is simply never the case.聽

As with anything, the greater the investment upfront in terms of the diagnosis, the more effective the training will be.聽

This is because the training can then be customised to meet the exact needs of the business which makes it much more impactful.

Sales Training and consulting companies

2. Why is Sales Training so effective?

Sales training builds both skills and confidence, and those are simply unbeatable in front of a customer.聽 聽

The best salespeople are like athletes and they are hungry to learn more and stay at the top of their game.聽

The reason they are so good is that they are constantly looking for an edge, an advantage, and this keeps driving them forward.聽

These are small but important things that make the difference and gets more deals over the line.聽 Our training is designed to keep your team at the top of their game and help them benefit from the very latest insights and industry best practice.

Our sales trainers work hard to keep your team engaged and motivated during training sessions, using a range of mediums to maintain their attention and inspire them.

Your sales trainer will help your team sell more effectively whether that be over the phone, in-person or online.

They can help them improve their lead generation, closing and account management skills, and provide indispensable mentoring services.

3. What happens before training takes place?

Before your training sessions begin, it’s important to identify what you want to get from them. As a sales training provider we offer bespoke services that are based on your specific needs and challenges.

We can provide a full sales consultancy service in advance of any training.聽 This would typically include an evaluation of your current sales unit in relation to sales maturity and best practice.

We can also provide full training needs analysis so you can gain a better understanding of your requirements before staring any training course.

For sales training to be effective, they need to be delivered in a way that maintains your teams’ attention, which means your sessions will include a great deal of interactivity.

Our sales training sessions include a range of demonstrations, exercises, games and roleplay.

Sales Consulting Services
Sales Consulting Services

4. What is the aim of Sales Training

Our goal as a provider is not to deliver sales training, but to deliver results.聽

Therefore we believe the goal of Sales training is to help you meet a range of sales goals faster than you would if you were to continue without any intervention.

Not every company’s needs are the same, but businesses often invest in sales training because they want to improve their staff’s sales skills, close more deals, create more conversions, make their staff feel more supported, improve morale and boost the average value of their sales.

However, ultimately all of these lead to one overall benefit 鈥 an improvement in results. Some companies invest in training because they have identified a particular problem that needs addressing which is being caused by a skills gaps within their businesses.

Training may also benefit your team if they seem to be lacking direction, or are feeling unmotivated. A lack of motivation can often occur because staff are unclear on what their roles are, or because the current strategies they are using are not working.

In many occasions this is why Sales consultancy is a perfect fit alongside sales training as it can also help you identify and deal with additional challenges.

5. How can a Sales Consultant help our business?

A sales consultant will help your business by taking a close look at your current situation, identifying strengths and weaknesses, and helping you make positive changes to drive revenue growth.

If you are not currently meeting your sales targets, our sales consultants can help you find out why this is happening and develop strategies to address the issues.

Our experienced consultants can help with optimising your sales processes and ensuring you get the maximum conversion ratios from the leads you are generating.

With our years of experience in B2B sales our sales consultants can introduce you to specific resources that will support your business.

These can include lead generation, marketing, sales tracking, and training programmes and software that will give you a better insight into how your sales team are performing.

Sales Consulting System
Sales Consulting System

6. Adding Sales Experience to your Leadership Team

When you are immersed in the day-to-day running of your company, it can be hard to assess your situation objectively.

It’s often impossible to find anyone around you who is not objective as your team all have a role which in some way will make them subjective.聽

Our sales consultants aren’t just there to identify problems that you weren’t previously aware of, we are completely hands on and happy to work alongside your team to implement any solutions.

Where applicable we will highlight your strengths and help you make the most of the resources that you currently have. In most cases this revolves around the creation of a sales plan, which we work with you to develop and if required are happy to help with executing against the plan.聽

Our consultants will work with you to help you improve relationships between departments and colleagues. For instance, we are often called upon for detailed advice on aligning sales and marketing departments so you’re delivering coherent messages to your customers.

Indeed aligning sales and marketing is one of our most popular services.

7. Which Companies benefit the most from Consulting Services

We typically have two types of customers of our consulting services.聽 The first are larger organisations who already have a Sales Plan in place.聽

They need help executing and delivering against the plan as they simply lack the internal resources to do this themselves.

The second group are those looking for external and objective advice.聽 In some cases they have seen a substantial decline in sales recently or aren’t meeting their targets they need to reach and hence are reaching out for support.

These businesses hire us because we have a track record of turning companies around. Alternately you may need external support if you have experienced changes in your industry and you’re struggling to keep up with your competitors.

Companies also may hire us because they feel missed sales targets are starting to affect morale and staff retention rates.

By investing in training and consultancy services, you can show your team you’re determined to improve and start achieving more.

8. Build a Selling System

It’s also common for companies to invest in sales consultancy services because their sales processes are confused and unclear, with team members pulling in different directions.

We are a huge advocate of having a selling system. Finance has a system, operations have a system so why not sales. Building a repeatable scalable selling system is simply a must for any business.

By mapping this out we can help your salespeople to understand how and where they can influence buyers and sell to people on different parts of their journey, helping you secure more sales.

Our consultants can also help you gain a richer understanding of the data available to you, from both your marketing automation and CRM platforms.聽

In many cases our clients either don’t have enough data or they are overwhelmed by data, and miss out on the most important parts.聽 Either way we can help. 聽

In Conclusion

Sales is an ever changing environment and more and more businesses are improving their performance, staff retention rates and workplace morale.聽

For most of use this means competition is tough and by investing in our sales training and consultancy services we can give you that edge you need to not just compete, but win. 聽

Sales consultants and trainers can provide invaluable mentorship, help you identify and eradicate weaknesses, and help you make the changes that you need to not only survive but prosper.

Our team can breathe new life into your organisation and inspire people throughout your company. Whether you’ve been missing your targets or are simply ready to build upon recent success and take your business to the next level, there are many great reasons for hiring sales training and consultancy professionals.

If you are ready to hire a sales trainer, sales consultant or both, come and talk with us.

Sales Coaching – Why it’s more important than ever

Sales Coaching

There鈥檚 a new way to deliver sales growth鈥

Don’t buy Sales Training until you’ve watched this video

1. Sales Coaching - Why Invest in Coaching?

At Klozers we love sales coaching.聽 Watching people or a company who had previously struggled, suddenly find their feet and take off, is one of the main benefits of our job.聽

However, as with anything in business, sales coaching must provide real value and a financial benefit to the business.聽 Unfortunately, many companies still do not invest in professional coaching for their salespeople and the most common reason for this is the cost.聽

One could argue that if you can鈥檛 afford sales coaching then there is an even greater need for it.聽 Perhaps it鈥檚 easier for people to blame the cost, than for the coaching profession to admit they could do more to help justify the costs.

We were in that position ourselves until we changed the format of our own sales coaching in order to make it easier for our clients to measure the increases in their pipeline and the subsequent sales revenue that comes from this.聽 If you would like to learn more about this and how you can change your own sales coaching process then you can jump to the end here.

Additional resources on Sales Coaching

Coaching the best Sales Behaviours

Sales Coaching Online
GROW Sales Coaching
Executive Sales Coaching
Remote Sales Coaching and Training

Entrepreneurs and Start-Ups
High Performance Sales Coaching
Delivering Effective Sales Coaching
Sales Coaching Course

2. Sales Training vs Sales Coaching - what's the difference?

Many people get confused between what is sales training and what is sales coaching.聽 Not only is training and coaching different, they also have different outputs which are really important.

Whereby sales training is about the transfer of knowledge, Sales Coaching is about the practical implementation of that knowledge in the field.

The easiest way to think of this is if your company has technical people like engineers or software developers.聽 The training is what a developer would go through to learn how to write the code.

The coaching is what the developer would need to turn the code into a meaningful application for your business. This means that coaching is the part that drives productivity in the sales team.

One of the main benefits of coaching is that it reinforces the new skills and techniques learnt during the training.聽 Without coaching studies show that up to聽98% of knowledge is lost within 30 days.

In other words, one off event-based training sessions have a very limited impact on sales productivity.

3. When to coach and when not to coach

A recent study by Sales Coaching is one of the most productive activities for any sales team, however, not every sales rep is coachable.聽 Some salespeople have a 鈥渟uperiority complex鈥 and don鈥檛 believe they can either learn or improve.聽

This can be falsely reinforced by hitting sales targets that are too low or by being the top sales performer in a group.聽 Other people will not responding to coaching as improving sales invariably means changing sales behaviours and every human being struggles to change their behaviours.

The last reason some salespeople do not respond to coaching is because they are simply stuck in their own comfort zone and without any really powerful reason to change then they simply carry on as before.

The irony is of course that in the majority of cases these people are in the most need of training and coaching.聽 With that said, unless there are exceptional circumstances you should not invest time or money in coaching people who have no desire to improve.聽

You must either accept them as they are and the potential negative impact they will have on the wider group, or you must have one of those 鈥漨anagement鈥 conversations with them.

Get started with our Sales Performance Coaching

4. Sales Coaching Models

There are many sales coaching models and frameworks that you can choose from.聽 The one we use both internally and externally is the GROW model which we find provides the simplicity and flexibility we require. 聽

It鈥檚 worth noting that coaching in sales can be very different to other forms of coaching.聽 For example, in Exec coaching, coaches are encouraged not to provide the answers and to focus on the questions.聽

This forces the coachee to come up with the answer and the though process is that because its their idea they are more likely to believe it and then act on it.聽

In sales when there are potentially millions of dollars in terms of deal values up for grabs and time is of the essence, the聽best sales coaches聽will switch from a consultative coaching process to directive coaching whereby they are training, coaching and advising the coachee what they need to do.

Grow Sales Coaching Model
GROW Sales Coaching Model

Opportunities for Coaching

There are many areas within sales that lend themselves to sales coaching.聽 The most common areas Managers should be focussing on for coaching we have found are around:

Sales Activity
Lead Generation
Pipeline Coaching

Deal Coaching
Field Coaching
Pre-call planning
Post-call debriefing

5. Growing Sales Revenue

The more adept your employees become at selling, the more revenue they will generate for your business. We use the word employees because sales has changed and the most productive companies have people in every department that can sell to one degree or another.聽

For example, many companies who have now aligned their sales and marketing now acknowledge that great salespeople can do marketing and great marketers can sell.聽

Best in class companies have expanded this to their operations team who are now positioned as thought leaders and subject matter experts.聽 This helps build brand authority and helps to differentiate companies in the marketplace.

By investing in training based on the very latest strategies, techniques and market activity, you can gain a real edge over your competitors.

6. Virtual or Remote Sales Coaching

During the lockdowns of 2020 and 2021 many salespeople were forced to work from home. Homeworking was easier for some than others, however, many studies showed that people felt less connected and even unsettled when working from home.聽

Many Field Salespeople who had spent their lives on out on the road where suddenly confined to their home and confronted with a completely new way of selling. These are exactly the sort of scenarios where coaching can help people adjust to new circumstances and maintain performance.

In many cases sales reps had to retrain on how to sell remotely using tools like MS Teams and Zoom.聽 Sales training and coaching can bring your remote team together and make it more than the sum of its parts.

The best sales trainers don鈥檛 just focus on boosting individual performance but foster a sense of teamwork and unity between your staff. To close big deals in the modern sales world takes a Team and not just one individual. 聽

If everyone is using a common sales language and are working together at the best of their abilities, you鈥檙e more likely to close bigger and better deals than ever before.

How to manage sales activity
Behavioural Sales Coaching

7. Increase Sales Productivity

Productivity can be difficult to measure in many roles, however, in sales there is a tangible figure every month that can be used as a good indicator.聽

That鈥檚 not to say that your MRR (Monthly Recurring Revenue) or other revenue goals are the only indicator of productivity, but it鈥檚 always the ultimate figure that sales reps are judged by.聽

Whereby sales training is about the transfer of knowledge, Sales Coaching is about the practical implementation of that knowledge in the field.聽 This means that coaching is the part that drives productivity in the sales team.聽

With studies showing that 83% of employees want to learn new skills sales training and coaching can make your team more productive and efficient. Quality sales coaching sessions can inspire your team and help them get out of a rut.

You may find that some of your employees feel that they know all there is to know about driving sales. However, the market is always changing, and what works one year isn鈥檛 always as effective 12 months later.

Some of your employees may have more sales potential than they think, and training and coaching can help them unlock this.

8. Closing Bigger and Better Deals

Many times human beings create their own glass ceilings and get stuck.聽 Salespeople are susceptible to this and often suffer from self limiting beliefs around deal sizes, sales behaviours and the whole sales process.聽

Sales training can give your staff the skills they need to secure bigger, more lucrative deals, however without coaching they will quickly lose the new skills and revert back to type.

A good sales coach helps embed the new skills and strategies your sales reps learn in training and helps hold them accountable to using the new skills. As your team become more knowledgeable and confident, they鈥檙e more likely to close more deals and bigger ones.聽

By using highly experienced sales coaches who live and breathe sales you are in effect fast tracking your team past all the typical problems they will encounter that slow down company growth.

Your team will learn about the latest best practices that they can follow whilst attempting to close deals. The more successful your sales reps become, the more their confidence will grow. Success breeds success.

9. Win More new Clients

Often the most difficult activity in sales is generating new business.聽 Sales prospecting, lead generation, whatever you call it in your business filling the top of your sales funnel is always a challenge in B2B sales.

The problem with prospecting is that nobody wants to do it, but it still needs to be done.聽 Many of the problems associated with sales prospecting are connected to the mindset of the sales reps.聽

It鈥檚 easy to churn out 70 calls a day, and even when you achieve some success it鈥檚 difficult to get motivated to come back in day after day and make more calls.聽

The job of the modern sales coach isn鈥檛 just to help improve your telephone skills, or the number of dials you make every day. A great sales coach will take a more strategic approach, and work with you on the bigger picture 鈥 revenue goals, sales coals, sales campaigns that dramatically increase your sales results.

This in turn helps to motivate and inspire your staff, and get them thinking more strategically about the sales process.聽 聽

The ROI on Exec Sales Coaching
Sales Coaching ROI

10. Coaching your Sales Team in a Structured Way

It鈥檚 common for companies to know exactly what kind of training their teams need. However, many companies are unclear about how the training should be structured.

Structure is important because it ensures that the training sticks and is embedded in the organisation. Without any form of structure you will find participants forget up to 98% of what they learn in training.

Experienced sales training providers and coaches can help you examine your current sales culture and build a training programme that鈥檚 specifically tailored to your organisations needs.

A sales training provider can carry out research such as a training needs analysis before training and coaching takes place. Any sales training and coaching should also be aligned with the companies sales strategy.聽

For example, if there is a need from the business to reduce customer churn the training and coaching on this topic might be a priority.聽

Training can also be built around new product launches and sales campaigns and wherever possible should be built around your current sales challenges.

11. Boost Workplace Morale

Great sales coaching can also boost confidence and improve morale amongst your staff. Research by LinkedIn shows that 91% of people agree that teams that learn new skills together are more successful.

Furthermore 90% of people surveyed believe that team learning helps foster a sense of belonging to the organisation.

Whilst not everyone will, the majority of your team members are likely to appreciate the effort you鈥檝e put into training them, and helping them improve their knowledge and skills.

Investing in training shows your staff that you care about their career development and want them to achieve more. If staff feel valued, they are more likely to meet their goals and stay with the organisation longer.

Employee satisfaction can be worth its weight is key when it achieving customer satisfaction and meeting business targets. Training can also refresh their knowledge so they can follow and new best practices and anything they may have forgotten or become unclear about.

Coaching Sales Behaviours
High Performance Sales Coaching

12. Increase Decision Making

Many companies struggle to grow because there are bottlenecks in their internal decision-making process.聽 These bottlenecks occur when sales reps do not have the confidence or knowledge to make any form of decision.聽

This makes companies less agile and slow to react to changes in the market.聽 Many companies are investing in sales training and coaching in order to improve the decision-making skills of their sales leadership team.

Effective sales coaching can help your team recognise and capitalise on opportunities to drive not only your business forward, but their professional development too.

Sales trainers act as a sounding board and can listen to your Teams ideas and help them fine-tune them to make them more effective in real-world situations.

Other benefits of sales coaching are that your team can become more creative and you will foster an environment where they feel more comfortable discussing new ideas.

13. Product and Service Training

Buyers have very little time to spend with sales reps and when they do they want to talk to salespeople who understand their industry, their business and their own products and services.聽

For new sales reps this can be a huge challenge as they get up to speed on products and services.聽

Buyers expect salespeople to know all the answers to their questions, and their products inside out. including all their features and benefits. While training supports features and benefits, coaching provides the all important bridge between them, and what relevance and value they provide to the customer.聽 聽

Sales coaches can help reps gain a deeper, richer understanding of the context and relevance of the 聽products that they鈥檙e selling.聽 This in turn allows them to emphasise their value when discussing them with customers.

A quality sales coach will encourage your team members to talk about the most important features of your solutions, so your prospects can clearly see how beneficial they are, resulting in more sales success for everyone.聽

14. Coaching Sales Managers

Many companies overlook one of the most important elements of any successful sales coaching program, namely the sales manager.聽

In most cases a sales manager also fulfils the role of the sales coach and as such has a huge influence on the success of the sales team.聽

Coaching sales people will have limited results if the overall coaching program does not include the sales manager.聽

Modern sales managers set the bar in terms of productivity and sales performance, so unless they are learning and improving, neither will their聽 team be.

Most sales managers have neither been trained in sales management, let alone as a sales coach.

Running an effective sales coaching programme is very different from being a great sales person or sales manager.聽

15. Virtual Selling

The pandemic and subsequent lockdowns resulted in many traditional field sales reps being taken off the road and working from home.聽

Despite most lockdowns having lifted the traditional field sales role has in some cases merged into a hybrid role and in other cases been removed completely.聽

Virtual selling is here to stay and for most organisations this represented an immediate need for sales coaching and training to support reps in their changed environments.聽

Sales Managers with no training as sales coaches where thrown into the limelight, and overnight were required to be the sales coach.聽

In addition to their management duties, overnight they now had strategic coaching, tactical coaching, sales cycle coaching聽 team motivation, coaching sales calls, coaching underperforming sales reps, one on one meetings, group sessions to keep their team motivated, boost engagement maintain accountability and sales performance.聽

All this whilst managing their own performance and continuing to meet the revenue and sales goals and overall sales success of the organisation.聽 Sales managers need support, they need professional development programs themselves if they are in turn expected to support other team members.聽

Remote selling requires a different skill set and different coaching techniques in order to deliver results.聽聽

16. In Conclusion

If you鈥檙e interested in providing structured and effective sales coaching program that鈥檚 specifically based on your needs, we would love to talk with you. Sales coaching can reverse any negative sales trends, make your team more adept at selling, improve your sales processes and increase morale within your workforce.

By getting your sales leaders on board and involved in the training and coaching process, you can increase the chances of the training being successful.

Sales coaching can also unite sales teams, help you close bigger, better and more lucrative deals, enhance your revenue, help you win new clients, and retain existing ones. Few companies regret their decision to invest in sales coaching.

Klozers has different sales coaching programs available for salespeople, sales managers and business leaders.聽 We have built our business on our ability to train and coach sales professionals across various industries and love what we do.聽

C贸mo construir un embudo de ventas de SaaS

embudo de ventas saas

1. 驴Qu茅 es un embudo de ventas?

Un embudo de ventas es una secuencia de acciones, eventos o etapas por las que pasa un usuario antes de comprar un producto o servicio. Los embudos de ventas est谩n dise帽ados para permitir a los profesionales del marketing seguir, registrar y optimizar el proceso de ventas para mejorar los resultados.

Puede obtener m谩s informaci贸n sobre nuestra formaci贸n en ventas de SaaS aqu铆.

2. C贸mo construir un embudo de ventas de SaaS

Su embudo de ventas de SaaS es una parte esencial del 茅xito de sus aplicaciones. Si ofreces aplicaciones SaaS, uno de los pasos importantes que debes dar es crear un embudo de ventas repetible, escalable y rastreable.

驴Suena f谩cil? Pues pi茅nsalo de nuevo. El embudo de ventas es el punto en el que muchas empresas de nueva creaci贸n que pasan a generar ingresos tienen dificultades y, en muchos casos, fracasan.

Antes de empezar a construir su embudo, merece la pena considerar en qu茅 punto del recorrido de su aplicaci贸n se encuentra.

3. Las tres etapas principales del desarrollo de SaaS

Desgraciadamente, en el 谩mbito de las ventas nunca hay una soluci贸n 煤nica, y el punto de partida para construir un embudo de ventas de SaaS depende de d贸nde te encuentres, en t茅rminos de las tres etapas principales de un negocio de SaaS…

Est谩s en:
Fase 1: el inicio del viaje en el que el fundador y el equipo principal todav铆a est谩n tratando de establecer el ajuste del producto al mercado.

Fase 2: en la que el fundador y los principales miembros del equipo han demostrado que el producto y el mercado encajan y que pueden implementar sistemas y procesos que otros pueden utilizar para vender.

Fase 3, el 煤ltimo obst谩culo en el que se ha demostrado que el producto encaja en el mercado, se han identificado y probado los sistemas y procesos adecuados para escalar y ahora se est谩 listo para escalar las ventas, centrarse en la adquisici贸n de clientes y construir su MRR.

Las estrategias que utilice para construir un embudo de ventas de SaaS variar谩n en funci贸n de lo que haya aprendido exactamente en el paso 1 anterior.

As铆 que, a efectos de este ejercicio, supondr茅 que se encuentra en el paso 1. Si todav铆a est谩 luchando para construir un embudo de ventas en los pasos 2 y 3, entonces o se perdi贸 algo en el paso 1 o algo ha cambiado que ha hecho que todo lo que aprendi贸 en el paso 1 deje de funcionar.

4. Construya un embudo de marketing antes que su embudo de ventas

En cualquier negocio es importante que proporcione las condiciones 贸ptimas para que su equipo de ventas tenga 茅xito. En el mundo del SaaS no basta con tener un gran sitio web, sino que se necesita un sitio web que:

a) se pueden encontrar sus productos y servicios en los principales motores de b煤squeda: Google, Bing, Yahoo y YouTube
b) puede ser encontrado por los problemas que resuelve en los principales motores de b煤squeda – Google, Bing, Yahoo y YouTube
c) puede convertir el tr谩fico web en clientes potenciales cualificados

Muchas empresas ignoran esto y se apresuran a crear un equipo de ventas salientes. El hecho es que cada potencial cliente potencial que su equipo de salida consiga interesar ir谩 a su sitio web para hacer m谩s investigaci贸n.

A menos que la experiencia en la web sea igual o mayor que la experiencia de los clientes potenciales con su equipo de salida, se desconectar谩n inmediatamente.

Para construir un embudo de marketing hay que crear “contenido convincente para el usuario”. Este es el contenido que el usuario busca activamente, no el contenido que su equipo de ventas y marketing quiere impulsar.

Su embudo de marketing SaaS es una parte esencial de su estrategia de ventas Inbound. Para hacerlo con 茅xito, tendr谩 que crear contenido de alta calidad en cada etapa del viaje del comprador, como se muestra a continuaci贸n.

El contenido debe contar sutilmente la historia de su marca y el 茅xito que ha aportado a otros usuarios. Convierte a tus primeros usuarios en los h茅roes, no en ti.

TOFU – Parte superior del embudo
La primera parte de su embudo de ventas, tambi茅n conocida como TOFU, es la etapa de sensibilizaci贸n del embudo. El cliente potencial es consciente de los problemas que tiene y est谩 investigando soluciones.

Su sitio web debe tener un contenido que hable de estos problemas y que posicione a su empresa como los expertos en la materia. El contenido m谩s popular aqu铆 ser铆a:

Gu铆as de c贸mo hacerlo
V铆deos explicativos
Entradas de blog
Imanes de plomo

En esta fase, el cliente potencial est谩 en modo de investigaci贸n, no de compra, y simplemente est谩 recopilando informaci贸n.

Es posible que su cliente potencial ni siquiera est茅 interesado en las soluciones en esta fase, ya que todav铆a est谩 tratando de autodiagnosticar con precisi贸n sus propios problemas. Es poco probable que su cliente potencial quiera hablar con ventas en esta fase.

Le recomendamos que utilice la automatizaci贸n del marketing para hacer un seguimiento de los art铆culos/p谩ginas por los que sus clientes potenciales entran en el sitio, ya que este es el problema que m谩s les preocupa. Saber esto puede facilitar que el departamento de ventas tenga una conversaci贸n relevante con ellos.

Tambi茅n puede tener cierto 茅xito al involucrar al cliente potencial con chatbots en su sitio, sin embargo, muchos querr谩n permanecer en el anonimato en esta etapa.

Mitad del embudo
En la mitad de su embudo de ventas es cuando los clientes potenciales comienzan a evaluar soluciones espec铆ficas basadas en lo que aprendieron en la etapa 1. El contenido de la parte media del embudo incluir铆a:

Estudios de caso

En la pr谩ctica, habr谩n creado alg煤n tipo de lista de proveedores potenciales, y luego profundizar谩n en los detalles de cada soluci贸n potencial.

En esta fase, es posible que el cliente potencial no se comprometa con usted, ya que a menudo simplemente est谩 investigando en nombre de otras personas dentro de su propia organizaci贸n y su prioridad sigue siendo la recopilaci贸n de informaci贸n.

Parte inferior del embudo
Cuando su cliente potencial ha llegado al final de su embudo de marketing, en muchos casos ya ha “comprado” un proveedor o una soluci贸n en particular.

Han tomado su decisi贸n en gran medida por su experiencia de la marca en la web, su mensaje de ventas y su capacidad para posicionarse no s贸lo como un l铆der de opini贸n sino como un l铆der de pensamiento que entiende sus problemas.

El contenido de la parte inferior del embudo incluir铆a cosas como

Cuadros comparativos

En el caso de las soluciones m谩s sencillas y de menor precio, los usuarios est谩n dispuestos a probarlas si se les ofrece una llamada a la acci贸n (CTA), mientras que en el caso de las soluciones m谩s caras y complejas, se dirigir谩n a las ventas.

La imagen siguiente muestra c贸mo un embudo de marketing sencillo se convierte en una cesta de la compra y c贸mo una venta B2B m谩s compleja se convierte en un cliente potencial para ventas.

El 茅xito no radica en elegir el modelo adecuado, sino en construir su propio modelo bas谩ndose en los datos y en la prueba y el error.

Embudo simple de marketing de SaaS
Embudo de ventas de SaaS

La mayor铆a de los programas de marketing hacen un seguimiento del comportamiento de los usuarios en su sitio web y pueden utilizar la puntuaci贸n de clientes potenciales para alertar a los vendedores de cu谩ndo es el mejor momento para ponerse en contacto de forma proactiva con los clientes potenciales.

Seg煤n nuestra propia experiencia, el momento es casi siempre demasiado temprano y un programa de nutrici贸n de clientes potenciales bien definido es igualmente eficaz.

Para ello, debe incluir en su marketing al menos tres imanes de clientes potenciales diferentes que le ayuden a convertir a los visitantes de su web en suscriptores para poder mantener el contacto.

5. Publicidad para llenar su embudo de ventas

Muchas empresas llenan con 茅xito su embudo de ventas a trav茅s de la publicidad. La publicidad digital ha madurado hasta un nivel que permite un seguimiento y una presentaci贸n de informes significativos que le permiten, en cuesti贸n de semanas, comprender cu谩l ser谩 su ratio de conversi贸n y su CAC.

En primer lugar, abogamos por las “campa帽as de reorientaci贸n”. Esto es simplemente el proceso de colocar anuncios frente a las personas que ya han visitado su sitio web.

Los estudios demuestran que el retargeting es siete veces m谩s eficaz que las nuevas campa帽as, por lo que lo recomendamos como punto de partida.

Esta estrategia funciona muy bien con una fuerte campa帽a de marketing de contenidos. El canal de adici贸n m谩s popular para B2B ser铆a LinkedIn, sin embargo, a muchas empresas tambi茅n les ha ido bien con Facebook e Instagram.

Ni que decir tiene que esto lo definir谩 su p煤blico. La publicidad puede utilizarse en embudos sencillos para impulsar las ventas y en otros m谩s complejos para impulsar nuevas consultas para los representantes de ventas.

Las ventas m谩s complejas pueden necesitar una secuencia definida en la que los usuarios hagan clic y se anuncien para recibir un lead magnet con un coste de 3 d贸lares por cada lead.

Si posteriormente consigue convertir el 5% de estos nuevos clientes potenciales, puede atribuir 60 d贸lares por venta de la publicidad a su CAC.

Se puede construir una secuencia o modelo rastreable a partir de cualquier actividad, no s贸lo de la publicidad. Por ejemplo, los eventos, los seminarios web y la televenta le permiten comprender qu茅 actividades son las m谩s rentables, no s贸lo para llenar su embudo, sino para convertirlas en pedidos.

6. C贸mo construir un embudo de ventas de SaaS

Su embudo de ventas variar谩 en funci贸n de su estrategia de ventas. 驴Vende su aplicaci贸n directamente o a trav茅s de socios? 驴En qu茅 canales ha decidido centrarse inicialmente?

1. Identifique su perfil de cliente potencial perfecto. Esta es la versi贸n de los representantes de ventas de un personaje de marketing. Incluye todo lo que incluir铆a un personaje de marketing, adem谩s de informaci贸n adicional que ayuda a las ventas a entender y comunicarse a un nivel m谩s profundo con el cliente potencial.

Plantilla de perfil de cliente potencial de ventas
Plantilla de perfil de cliente potencial de ventas

2. Construya su mensaje de ventas. Parte de la adecuaci贸n del producto al mercado consiste en comprender qu茅 problema empresarial o personal resuelve su producto.

Seg煤n nuestra experiencia, los servicios SaaS m谩s exitosos son las soluciones empresariales que resuelven problemas de negocio.

Una vez que entiendas c贸mo se relaciona esto con tu propio producto/servicio a un nivel profundo, puedes empezar a construir tu mensaje de ventas.

Son las palabras y el lenguaje matizado que ha demostrado que los clientes potenciales conectan con 茅l. No basta con conocer su propio negocio y sus soluciones, sino que debe conocer a sus clientes.

Debe saber exactamente c贸mo su soluci贸n ayuda a su cliente a ahorrar dinero, a ganar dinero y a hacer su vida m谩s f谩cil.

3. Campa帽a de generaci贸n de contactos.

Una vez que haya identificado a sus clientes potenciales y haya construido su mensaje de ventas, tendr谩 que empezar a trabajar en una campa帽a de generaci贸n de clientes potenciales.

Existen dos enfoques principales para la generaci贸n de clientes potenciales, a saber

a) Generaci贸n de clientes potenciales entrantes. Las campa帽as de generaci贸n de contactos entrantes son aquellas en las que el cliente potencial se pone en contacto con usted en primer lugar. Pueden rellenar un formulario en su p谩gina web, llamarle por tel茅fono o enviarle un correo electr贸nico. Para generar clientes potenciales de ventas entrantes tendr谩 que realizar alg煤n tipo de creaci贸n de contenidos, campa帽as publicitarias, seminarios web, programas de referencia o SEO.

b) Generaci贸n de contactos salientes. Las campa帽as de generaci贸n de contactos salientes son aquellas en las que se llega a los clientes potenciales por tel茅fono, correo electr贸nico, correo directo, eventos o marketing basado en cuentas. Las campa帽as de salida significan invariablemente que tendr谩 que crear un equipo de llamadas salientes, lo que puede resultar caro.

La mayor铆a de las empresas de SaaS utilizan una combinaci贸n de inbound y outbound, sin embargo, casi siempre hacen hincapi茅 en una m谩s que en la otra.

A t铆tulo orientativo, los servicios SaaS de menor coste y dirigidos a las PYME est谩n orientados al marketing y tienen un enfoque predominantemente Inbound.

Los servicios SaaS que son m谩s costosos y que se dirigen a organizaciones del mercado medio a la empresa tendr谩n un enfoque m谩s dirigido a las ventas a trav茅s del marketing basado en cuentas.

7. 驴Cu谩les son las etapas de un embudo de ventas de SaaS?

embudo de ventas saas
C贸mo construir un embudo de ventas de SaaS

Las etapas de su embudo de ventas son simplemente una serie de pasos por los que se mueven sus clientes potenciales para realizar un pedido.

Estas etapas pueden variar mucho y no existe un embudo que pueda aplicarse a todas las aplicaciones. Aunque las etapas sean las mismas, el m茅todo con el que se mueve a los clientes potenciales a trav茅s del embudo puede variar.

Su embudo de ventas es un buen lugar para empezar a recoger datos con el fin de medir el rendimiento y hacer mejoras con el tiempo.

En general, los prospectos deben moverse a trav茅s del embudo de ventas tan r谩pido como sea posible – esto se llama el ciclo de ventas o la velocidad de la tuber铆a.

Medir la velocidad a la que los prospectos se mueven a trav茅s del ciclo le permite identificar los bloqueos en su embudo y las 谩reas donde los prospectos se ralentizan.

En estos puntos “conflictivos” es donde debe buscar las mejoras.

8. 驴Cu谩ndo debo hacer una demostraci贸n de mi producto SaaS a los clientes?

El momento de las demostraciones de aplicaciones SaaS dentro del proceso de ventas ha sido objeto de debate para muchas empresas.

Lamentablemente, la respuesta a la pregunta es “depende”. Muchas empresas hacen una demostraci贸n de su aplicaci贸n con 茅xito al principio del proceso de ventas, pero tambi茅n hay muchas que hacen una demostraci贸n al principio y luego sus clientes potenciales desaparecen en el agujero negro del correo de voz y los correos electr贸nicos sin respuesta.

En resumen, cuanto m谩s barata y sencilla sea la soluci贸n, m谩s pronto se podr谩 realizar la demostraci贸n, y cuanto m谩s cara y compleja sea la soluci贸n, la demostraci贸n deber谩 realizarse lo m谩s tarde posible en el proceso de venta.

demos de aplicaciones saas
C贸mo construir un embudo de ventas de SaaS

La realidad es que los empresarios y los vendedores tienden a apresurarse a hacer una demostraci贸n de su aplicaci贸n, con la esperanza de que la demostraci贸n convenza al cliente potencial para que se inscriba.

Incluso si el cliente potencial est谩 cualificado y es adecuado, una demostraci贸n sin ning煤n tipo de diagn贸stico del dolor del cliente potencial corre el riesgo de perderlo.

Su cliente potencial necesita saber que usted conoce y que entiende su mundo. Esto s贸lo puede lograrse mediante un interrogatorio inteligente y espec铆fico. Si quieres acelerar la venta, ralentiza la venta.

La demostraci贸n suele ser el mayor punto de apoyo de los vendedores y si la regalas demasiado pronto perder谩s el apoyo y, con toda probabilidad, el cliente potencial.

Como regla general, lleve la demostraci贸n de la aplicaci贸n lo m谩s lejos posible en su proceso de ventas.

Las demostraciones cuestan tiempo y dinero, especialmente en el caso de las ventas complejas, en las que a menudo se requiere una demostraci贸n a medida.

Cualquier demostraci贸n a medida debe entregarse 煤nicamente a los responsables de la toma de decisiones en el equipo de compra de los clientes potenciales. Si lo considera oportuno, puede incluso realizar dos demostraciones dentro del proceso de venta; no hay m谩s reglas que la de que si funciona, h谩galo.

La mayor铆a de los representantes de ventas cometen el error de utilizar esta parte del proceso de venta para explicar con m谩s detalle las ventajas del producto.

Cuando lo cuentas no est谩s vendiendo. Utilice preguntas de sondeo inteligentes para que el cliente potencial le diga c贸mo la soluci贸n resolver谩 sus problemas empresariales.

Debe evitar hablar de las caracter铆sticas que cree que son relevantes para ellos. Si no se descubre esto en la fase de descubrimiento del proceso de ventas, es intr铆nsecamente arriesgado introducir algo nuevo m谩s adelante en el proceso.

En el caso de las soluciones m谩s sencillas y de menor precio, se dar谩 cuenta de que est谩n dispuestos a hacer una prueba, mientras que en el caso de las soluciones m谩s caras y complejas, se pondr谩n en contacto con un representante de ventas.

Para demostrar que han actuado con la debida diligencia, siempre hablar谩n con dos o tres posibles proveedores.

No se trata necesariamente de ganar a un proveedor por el precio, pero a veces necesitan validar ante el grupo de compras m谩s amplio de su organizaci贸n por qu茅 tienen una preferencia.

Las pruebas de las aplicaciones tambi茅n son una buena forma de conseguir que los usuarios se registren, sin embargo, el ratio de conversi贸n de pruebas a cierre suele ser pobre en la mayor铆a de los casos de SaaS.

Dependiendo del precio, podr铆a ofrecer una prueba gestionada, para que puedan evaluar su software mientras usted los gestiona m谩s adelante en el proceso de venta.

Durante una prueba, el cliente potencial puede ver c贸mo le funcionar谩 el producto en la pr谩ctica. Es importante programar el juicio con prudencia y asegurarse de haber acordado de antemano lo que suceder谩 si el juicio tiene 茅xito.

Hemos creado el gr谩fico anterior para tratar de explicar visualmente c贸mo podr铆a funcionar esto para su organizaci贸n.

Cabe destacar que en el ejemplo, la mayor parte de su CAC ser谩 el marketing, mientras que en el embudo m谩s complejo sus costes incluir谩n el marketing, las ventas y la incorporaci贸n del cliente.

9. Ejemplos de embudo de ventas SaaS

Los embudos de ventas que aparecen a continuaci贸n son ejemplos. NO debe replicarlas a menos que se ajusten a su proceso de ventas.

Est谩n dise帽ados para ser un punto de partida para aquellos que buscan desarrollar un embudo de ventas.

Como puedes ver en el gr谩fico, hay muchas alternativas a las etapas que van a conformar tu embudo de ventas dependiendo del tipo de embudo que est茅s creando.

Para los embudos puramente digitales podr铆as tener:

P谩gina de aterrizaje de Lead Magnet – donde los clientes potenciales llegan despu茅s de hacer clic en su anuncio
P谩gina de confirmaci贸n: confirma la oferta gratuita, la prueba o la compra
P谩gina de venta adicional: donde los clientes potenciales tienen la oportunidad de a帽adir servicios adicionales o mejorar su nivel.
P谩gina de pago – donde los clientes potenciales pagan por el servicio
P谩gina de felicitaci贸n o de agradecimiento: en la que puede se帽alar a los clientes potenciales los pasos siguientes adecuados.

Embudo de ventas con pipeline
C贸mo construir un embudo de ventas de SaaS

10. M茅tricas del embudo de ventas de SaaS

En lo que respecta a las m茅tricas, creemos que 茅stas son las m茅tricas y los KPI comunes de las operaciones de ventas con los que la mayor铆a de la gente est谩 familiarizada. No hace falta decir que estas m茅tricas son importantes y que deber铆a registrarlas y elaborar informes sobre ellas.

LTT – Conversi贸n de clientes potenciales en pruebas
Es el n煤mero de clientes potenciales que se han convertido en una prueba.

DCR – Tasa de conversi贸n de demostraci贸n
El n煤mero de demostraciones que se convierten con 茅xito en la siguiente etapa del proceso de ventas.

TTS – Conversi贸n de prueba a venta
Es el n煤mero de clientes potenciales de la prueba gratuita que se han convertido en clientes de pago.

LTV – Valor de vida del cliente
Es el valor total medio que un cliente gastar谩 antes de abandonar el servicio. Ir贸nicamente, esto puede ser m谩s dif铆cil de medir cuanto mejor sea su producto, ya que, si los clientes no se van, no sabr谩 cu谩nto tiempo se quedan y su valor total para el negocio.

Churn – N煤mero de clientes que se van
Los clientes se ir谩n y eso no siempre es malo. Si los clientes que se marchan se ajustan a su PCI (perfil de cliente ideal), entonces tiene un problema. Los clientes que se marchan y que no se ajustan a su PCI pueden estar liberando recursos valiosos que pueden gastarse en su PCI.

MRR – Ingresos recurrentes mensuales
Los ingresos recurrentes mensuales le dan una visi贸n general de su 茅xito, sin embargo, es s贸lo una visi贸n general y necesita mirar los detalles dentro de los datos para obtener una imagen m谩s precisa.

ARR – Ingresos recurrentes anuales
Los ingresos recurrentes anuales ofrecen una buena visi贸n general del negocio, pero al igual que el MRR, debes estudiar todos los datos para obtener una imagen m谩s precisa de la salud de tu empresa.

Ciclo de ventas – El tiempo que transcurre desde el contacto inicial hasta el cierre del pedido
Suele ser corto para las soluciones m谩s sencillas de menor valor y m谩s largo para las ventas complejas a empresas. Por ejemplo, una venta a un banco de nivel 1 puede tardar 18 meses desde el contacto inicial hasta el cierre.

CAC – Coste de adquisici贸n de clientes
Es importante entender cu谩nto le cuesta adquirir un solo cliente. En un mundo ideal lo descubrir铆as en las fases iniciales del negocio, cuando est谩s probando la propuesta de valor. Sin esta cifra es imposible poner en marcha los sistemas y procesos para escalar el negocio, ya que no sabr谩s cu谩nto puedes gastar en el marketing y las ventas.

Churn negativo –
El churn negativo es una poderosa m茅trica de crecimiento que indica que los ingresos procedentes de la venta adicional y cruzada de los clientes existentes superan los ingresos perdidos cuando los clientes se van.

11. Presentaci贸n de propuestas de SaaS

Despu茅s de la demostraci贸n final, nunca debes ofrecerte a enviar una propuesta.

Las propuestas cuestan tiempo y dinero, y si su cliente potencial est谩 interesado , le pedir谩 una propuesta.

Si su cliente potencial no le pide una propuesta, eso le indica que no est谩 interesado en trabajar con usted y que debe retroceder en el proceso de ventas para entender en qu茅 se ha equivocado.

Cuando el proceso de venta se estanca, rara vez se debe a algo que hayas hecho mal en ese momento; lo m谩s frecuente es que se trate de algo que hayas pasado por alto antes en el proceso de venta.

Aseg煤rese de que todas las ventajas del software les han sido explicadas con claridad y se han comparado con sus necesidades.

En la medida de lo posible, pida a su Caballero Blanco que le ayude a crear la propuesta y compruebe con 茅l un borrador antes de enviar la copia oficial.

Antes de enviar su propuesta debe tener claro cu谩les son los siguientes pasos si gana o pierde.

Sin esto, lo m谩s probable es que te pases los pr贸ximos tres meses persiguiendo fantasmas en el buz贸n de voz.

12. Fijar el precio de sus contratos de SaaS

Muchas empresas ofrecen precios limitados o no ofrecen ning煤n precio en su sitio web porque no quieren que sus competidores vean sus precios, o porque piensan que eso ahuyentar谩 a los clientes potenciales.

Debe estar orgulloso de su precio y del valor que aporta. Deje que la competencia le rebaje y que emplee todos sus recursos en negocios no rentables.

La gente rara vez compra la soluci贸n m谩s barata, as铆 que permita que sus clientes potenciales le rebajen el precio.

Si todav铆a le preocupa que los precios aparezcan en su sitio web, piense en c贸mo se siente cuando est谩 investigando una soluci贸n que le interesa y descubre que la p谩gina de precios est谩 llena de POA.

Si eres como la mayor铆a de la gente, esto te resulta realmente molesto y pasas r谩pidamente al siguiente proveedor potencial.

Por 煤ltimo, otra de las ventajas de mostrar con orgullo sus precios es que excluye a todo aquel que no est茅 dispuesto a invertir a ese nivel.

Esto puede ahorrarle mucho tiempo y recursos con clientes potenciales que simplemente tienen un nivel de presupuesto diferente.

Existen numerosas estrategias de fijaci贸n de precios a su disposici贸n, sin embargo, seg煤n nuestra experiencia, lo 煤nico que est谩 garantizado es que usted cambiar谩 sus precios.

Como regla b谩sica, si sus precios son demasiado elevados para un contrato a corto plazo o una prueba de pago, es posible que el cliente potencial no experimente todas las ventajas del software antes de que el contrato llegue a su fin y decida no renovar.

En la medida de lo posible, debe recompensar a los clientes potenciales durante el periodo de prueba por a帽adir informaci贸n y utilizar el servicio.

Por ejemplo, ofrecer una prueba m谩s corta e incentivar a los usuarios si completan la configuraci贸n de su perfil/cuenta.

Ofrezca un periodo adicional gratuito para animarles a utilizar el producto, por ejemplo, si cargan datos en el sistema.

La idea es “embarcar” a tus nuevos usuarios paso a paso y hacer que tu producto sea lo m谩s pegajoso posible.
Si el cliente potencial quiere seguir adelante, deber铆a utilizar contratos con firma digital para acelerar el proceso de venta.

No env铆es nunca contratos por correo electr贸nico ni enlaces a contratos digitales, ya que pueden ser f谩cilmente ignorados.

Consiga que el cliente potencial se ponga al tel茅fono y hable con 茅l sobre el contrato. Una vez que hayan aceptado todo el contrato, simplemente p铆deles que firmen mientras los tienes al tel茅fono.

De este modo, usted mantiene el control del proceso de venta.

13. Por qu茅 el embudo de ventas es tan importante para los proveedores de SaaS

Muchas empresas han fracasado despu茅s de esforzarse por implementar un embudo de ventas. El marketing y la venta de productos SaaS pueden ser incre铆blemente dif铆ciles, y es probable que sus clientes objetivo ya est茅n abrumados con las ofertas de los proveedores de software de la competencia.

Piensa en qu茅 parte del presupuesto existente de los compradores vas a ganar ingresos. 驴A qu茅 competidores directos o indirectos les quitar谩 presupuesto?

Es posible que compita con algunas de las marcas m谩s grandes y poderosas del mundo que ofrecen soluciones gen茅ricas a los mismos problemas que usted resuelve.

Esto significa que debe ofrecer algo distintivo que sus clientes realmente requieran.

Un estudio de CB Insights afirma que el 42% de las nuevas empresas de SaaS fracasan porque ofrecen productos que sus clientes no necesitan.

Es esencial convencer a los clientes potenciales de que su software ofrece un valor real.

Por qué fracasan las start ups de saas

14. Gesti贸n de las expectativas de los clientes potenciales

La creaci贸n de un embudo de ventas consiste en construir un recorrido desde el visitante de la web hasta el suscriptor, pasando por las demostraciones y los recorridos y terminando con la firma del contrato.

Su embudo de ventas debe hacer hincapi茅 en cada una de las etapas clave por las que pasar谩n sus clientes potenciales en su camino hasta llegar a un acuerdo.

Sea abierto, franco y comparta las etapas del proceso por adelantado con sus clientes potenciales.
Debe prestar mucha atenci贸n a cualquier punto de fricci贸n que pueda producirse a medida que sus clientes potenciales se desplazan por su canal de ventas.

Esto le dar谩 la oportunidad de realizar mejoras en su embudo en el futuro.
Lo m谩s importante es que registre todos los datos de su embudo de ventas.

Esto le ayudar谩 a tomar decisiones bas谩ndose en hechos y no en sus instintos. Puede llevar tiempo que su embudo de ventas sea totalmente eficaz, y es posible que tenga que hacer varios ajustes antes de tener un embudo de ventas realmente optimizado.

Muchos clientes no tienen una idea clara de lo que necesitan cuando se encuentran con usted por primera vez. Proporcione soluciones, no s贸lo productos, ayudando a los clientes potenciales a establecer la conexi贸n entre ambos.

Tambi茅n es cierto que los usuarios suelen comprar lo que quieren y no lo que necesitan.

Por eso es tan importante hacer preguntas espec铆ficas para poder determinar con precisi贸n cu谩les son sus necesidades y as铆 poder posicionar su software de la manera m谩s favorable.

Estas preguntas tambi茅n le indicar谩n lo cerca o lejos que est谩n de tomar una decisi贸n.

15. El auge de las soluciones SaaS

Parece que todo en el mundo est谩 ahora impulsado en l铆nea por las aplicaciones SaaS. Desde Netflix y Amazon Prime hasta LinkedIn y Microsoft M365, ahora estamos rodeados de soluciones SaaS de una u otra descripci贸n.

Desde el punto de vista financiero, SaaS tiene sentido, ya que evita un gran gasto de capital por adelantado y reduce el riesgo de la soluci贸n.

Al fin y al cabo, si no funciona, lo normal es que s贸lo est茅 bloqueado un m谩ximo de 12 meses. Otras ventajas de SaaS son que normalmente se despliega r谩pidamente y no requiere mantenimiento por parte del cliente.

Las actualizaciones suelen ser autom谩ticas y, por lo general, se ofrecen a los clientes niveles de servicio garantizados.

Las copias de seguridad y la recuperaci贸n de datos suelen llevarse a cabo en nombre del cliente, para que pueda centrarse en lo que mejor sabe hacer, con la seguridad de que todo lo gestionan los propios desarrolladores de software.

Lockdown ha puesto el turbo en el SaaS
El trabajo a distancia estaba en auge incluso antes de la pandemia, por lo que el hecho de que los productos SaaS permitan a las personas trabajar y colaborar desde cualquier lugar s贸lo ha servido para que el SaaS se integre a煤n m谩s en nuestra vida cotidiana.

Hay miles de nuevos productos SaaS que se est谩n desarrollando en todos los pa铆ses del mundo, por lo que la competencia es feroz; sin embargo, no parece que el apetito de los consumidores y las empresas por las soluciones SaaS tenga fin.

Un embudo de ventas coherente podr铆a ser la diferencia entre que su producto sea un 茅xito viral o que se vea obligado a volver a la mesa de dibujo.

How to Sell to BIG Companies

How to Sell to Big Companies

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How to sell to big companies
How to sell to big companies

How to Sell to Big Companies. In order to sell to big companies you need to first create a shortlist of targets that meet your perfect prospect profile. Next, focus all your sales and marketing resources to research and create a unique sales approach for multiple contacts within the big company you are selling to.

What’s Inside



Introduction to Enterprise Selling

Selecting the right targets

Segmenting your accounts

Mastering the complex sale

Prep for Session 2

Get this session FREE



The Door Opener

Right content, right contact, right time

How to write persuasive copy

The cadence of big account selling

The profitable, easy to deliver and replicate offer



What to say to Big Companies

How to control the sales conversation

The Contact Plan

Listen & Learn LIVE over the coaches shoulder

Your personal Action Plan

Course Author

How to sell your app to big companies

Iain Swanston

Founder, Klozers

After 35 years in B2B sales Iain just loves solving sales problems.
If you’ve ever attended one of his live events you’ll know, even during the breaks and after the event he always likes talking about sales. Iain is an Author, Speaker & our Lead Sales Coach.
Iain is on a mission to make sales easier for B2B companies and their salespeople.

“In the short time I’ve been working with Klozers I’ve used his guidance to develop positive new sales activities, techniques and a mindset that has significantly helped my sales confidence. As a results I’ve already seen excellent performance benefits that are directly attributable to working to the coaching.”

Alan Wood

Scotland Director

Salesforce Marketing Cloud

“This was my first ever sales training and genuinely still the most pertinent in my sales career. Iain taught us how to take leads through the sales journey from lead to opportunity to closure, I still use these skills today and encourage my colleagues to do the same. My earnings have more than doubled since Iain gave that pertinent training and his latest blogs have been shared internally between our sales and marketing teams as the advice rings true to what we are currently working on as a department”

Lynne Hall

Strategic Accounts Manager

E-On Energy

My coach was really flexible and was happy to talk in between my scheduled coaching slots, especially when I had burning questions and needed support fast. The debriefing calls we had after my sales meetings not only helped me understand where I could improve, they also gave me the right words to say, in the right sequence and at the right time.

Elliott Boll

Enterprise Learning Consultant


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How to sell to big companies
How to sell an app to big companies

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you need to sell more now

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Get the coaching you want, when you want it, at your desktop

How to sell to a big company
Remote Sales Coaching – Sales Playbook

“The first session was full of useful and practical sales information. I took so many notes and have come away with exercises I will carry out to help further clarify our approach to sales. I would highly recommend”

Rebecca Pick


Pick Protection

“Great training session with so much information packed into an hour. Looking forward to completing sessions 2 and 3. “

Max Anderson


SuperBot Experts

Very insightful content from Klozers this afternoon. Thank you Iain Swanston for the invite to attend. This shall be hugely beneficial for our business moving forward and I am looking forward to putting my learning into practice

Laurie Wilson

Regional Sales Manager

CMP Products

Learn How to Sell to Big Companies

If you are new to sales at some stage you will want to learn how to sell to big companies.   It’s common for most ambitious sales people and businesses, yet this can be a challenging or even, a near impossible experience. 

For example, finding the right people to talk with (yes there will also be more than one decision maker) can be like finding the proverbial needle in a haystack, and then trying to coordinate all these decision makers can be like herding cats. 

The longer sales cycles that inevitably arise from having multiple decision makers in a complex sale, then frustrate most sales people as time drags on. 

The large revenues that Enterprise sales can deliver, more often than not, prove so elusive that the salespeople give up and focus on smaller opportunities, they know they can convert. 

However, in some circumstances it can take the same amount of sales resources to convert a small opportunity as it does when selling the same product or service to a big company, so don’t give up just yet.

Learn More, Sell More, Earn More

How to sell your app to a big company
How to sell your app to a big company

How to Sell an Idea to a Big Company

Maybe you don’t have a product or service but instead you have an idea that you want to sell. It’s the sames process and the fact is, it is possible to sell to big companies and large enterprise organisations, although it does need a slightly different approach.

The first FREE 60 minute session in this course walks you through the preparation and planning required before you approach big companies.

When you sell to big companies you may also need some additional sales resources that are not as commonly used when selling to smaller organisations, such as a Business Case, a Cost Benefit Analysis – don’t worry we’ve got templates you can use for all of these.

If this sounds like lots of work, then Yes it is, and because of this many companies will not rely on any one individual, instead they will work as a team to win large accounts. Part of that team should include Marketing in order that you can target the right people in the buying organisation, with the right messaging, at the right time.

Run the sales campaign as a mini project with scope, roles and responsibilities, costings, objectives and milestones. Needless to say that it usually makes sense to be targeting more than one big company if you are going to do this professionally, but don鈥檛 make the mistake of having too many, as the campaign can then turn into a marketing initiative which by their very nature are more generic.

The key to success is that all the messaging must be bespoke and relevant to every target which takes time, which is time that you won鈥檛 have if you have too many targets. Again this course covers everything you need.

Before you start selling to big companies there are however two important considerations you should address as follows:

1) Does your company have the capability to successfully deliver a project on the scale that a big company will require?
In most cases you will only get one chance to sell to a big company and delivering success for your first big company will also give you a reference point that will help you sell to other big companies.

2) Does your company have the financial resources required to sell to a big company?

If you buy materials in January to create stock for February and have agreed 90 day payment terms this means you have to run 150 days without being paid. Some small businesses are not sufficiently funded to do this, so be careful what you wish for.

Selling to big companies can transform your business, but like most things in life that are worthwhile it鈥檚 usually not easy and doesn鈥檛 happen overnight, but it certainly can be worth it.

Get started now and get
your first session FREE

How to sell to big companies

Get all the templates you
need to sell more now

Register here