I've built a profitable (but small) SaaS business and now need to scale it up with more focus on direct sales. All revenue to date is the result of inbound digital marketing, not direct sales. In other words, the product has been selling itself. But to get to the next level, I think I need more direct, outbound sales. Where can I find a partner with sales expertise who can lead the charge on direct sales and be the "first sales person" the company has?
Hi Chas, It will be great for us to have a Session on webex at your time of convenience, i am a founder at an IT company in Nigeria, we sell into Ghana and Benin Republic, lets discuss the solution , we may be able to work together.
Maybe we can see for Benelux? and later Europe?
Hi Chas, Im the founder of a company called JumpCrew which does outbound and inbound sales, happy to chat with you and see if we are a fit, I can also point you in the direction of some others if we are not.
Inbound sales is still sales. Unless 100% of customers are self-provisioning, there's still someone taking calls, answering email, providing information, and writing contracts. Take some time to do more analysis of what your process is today. You likely have many things you can aggregate and learn from about what makes prospects become customers. Build a representation of your funnel and look at the prospective customer's experience.
See if you can develop a small number of personas describing distinct groups of customers. How do customers that follow one message track behave differently than customers who followed a different message track. Can they be segmented by any number of other factors? In your digital marketing, do you track the series of touches that occur with a single prospect in their journey and can you visualize the path required to convert?
These help you build a picture of what supporting elements will be required to enable an outbound sales force.
Remember that you as the owner are the primary salesperson for the company. Every time you have a conversation about what you do you're doing sales, even if you aren't trying to win business at that moment. It might be soft sales, consultative sales, or some other descriptor, but you are a salesperson. Take steps to translate your knowledge of how prospective customers and other people in your industry react to the things you say, into a process by which they are likely to become customers.
You don't need a partner. You need to hire and train a salesperson with the knowledge you have of your product, and continuously analyze and refine your sales process until it is highly repeatable. You already have support in marketing for your digital advertising efforts. What can they lend you in terms of sales enablement tools that would help your first outside sales person? Your marketing people should know.
There are countless books on developing and refining your sales process. Skill-up and start taking advantage of the knowledge available to you. Hire someone who has experience selling SaaS products in your industry. They will also contribute to developing a refined process.
An external partner will never be as effective as a salesperson employee.