Enterprise service growth path (7): what key factors will affect SaaS' sales performance?

It seems that another one is about toB perhaps SaaS The grand theme of the product .

But it seems that the bosses can't help but care , Isn't it ？

Not on performance , We must focus on sales .

Sales are uncertain , Be sure to grasp the key nodes .

Habitual thinking .

To make a long story short , As long as you work hard , Sales ground needle .

Not on performance , Also come to see my article .

Focus on sales , I won't talk about it .CRM First class , The sales system is governed by one , One point of sales commission , Rules and regulations , plainly . In particular, some indicators are very clear , The number of calls 、 Number of visits 、KP Number of meetings , These are hard indicators , Just do , Stick and carrot , Always do it .

But we have done a good job in the hard process indicators of sales , Performance is not necessarily up , Isn't it ？ Otherwise, the bosses will discuss the key factors ？

What we need to know is , In addition to hard indicators ,toB Our business needs to be carried out by leaps and bounds , There are also soft factors .

What is the soft factor , What's the value ？

There are too many soft factors , In short , Is the quality of the sales call . Visit quality , Do you think it is worth ？

I went to see the customer , Talked to the customer , Regular course of official duties . When I came back, my eyes were black , Customers who can't get it still can't get it . Hard indicators rose slowly , Soft factors still haven't been solved .

Here we talk about the impact on these visiting customers 、 Explain the impact in the product “ Visit quality ” The soft factor of .

Soft factors are difficult to assess . Such as visiting , One visit counts as one , This is written in black and white CRM Inside . But is the quality of this visit high , Is there any substantial progress , Whether you really touch the customer's pain points , Whether it really hit the customer , Is there any chance to meet again .CRM Can't reflect . But the real value of these factors , Far bigger than the phone you see 、 Call numbers .

Several big soft factors ：

1、 The depth of sales' understanding of the customer's business

If sales to the customer industry 、 Business does not understand , It's hard to learn from the first customer talk , Get valuable information . Or take it one step further , It's called “ Opportunities for sale ”. It should be noted that , The customer asked you to talk , Sales are mostly seen as opportunities , But for customers , It's really “ I want you to talk ”. The customer is in the initial interview ,80% Is to understand your product , Recognize the value you may bring . But in this period of time , If the sales doesn't pry open the customer's mouth , Through the understanding of his business , Take his pain points , And the value of the company's products goes back and forth . Basically, there will be no next meeting .

2、 The ability of sales to interpret products

B2B/SaaS Products are constantly evolving . This evolution , There are two aspects . One is your current product , Whether it can meet the needs of customers ; The other is your future product , Whether it can help customers build the management system they want to build in the future .

Yes , Make it clear . Whether sales can interpret the company's product concept , Fit customers' ideas from now to the future .

This ability , Not the back function 、 Talk about the terms . Of course, sales can memorize the functional terms of the product , It must help . But more of it is , Through the understanding of customers , Stick it on every stitch , Help customers straighten out their thinking , Bring the product closer , Let customers feel , This is what he wants to do , And admit it through his mouth .

But this is not pre-sales , Before sales, the whole scheme is completed by carefully considering the customer's needs . But when the sales and customers interpret the product , It hasn't reached this stage yet , Just to attract customers 、 The stage of arousing his interest .

3、 A deeply trusted business partnership with customers

Finish the second point , A lot of people may think , Isn't that a hoax ？

There are limits to deception . Flickering is not good , You'll make yourself lame , The customer is also fooled by you .

So what the salesperson said , It must be based on small insights , But it can't be a big cake . To improve performance , Sell products by deception , You can sell oneortwo , But it can't go on forever . and B2B/SaaS Business , The most important thing , It is also the second follow-up cooperation / renew . Long term cooperation with customers , Achieve better sales performance , The customer must build trust in the sales —— Trust selling is a customer based business challenge , Provide the corresponding 、 Cost effective 、 Easy to report solutions .

Many salespeople think their solutions are good , Got the customer , Then the lion opened his mouth . In fact, the customer has not been considered in this matter , The customer took this solution , Dare to report it to the higher authorities , The leader looked at whether the budget would be approved ？ All these should be considered in the front . Customers will recognize , You are here to sell things . It really helped me to consider the difficulty of my work . If it's the former ,ok, We are business relations . If it's the latter , Then we can continue to develop in the future , I can listen to your opinions in business , Let's have a look at the news .

And the corresponding , Customers will also evaluate , It will be business with you in the future . Still see you have performance pressure , I also use my active authority to help you do something convenient ？ even to the extent that , Have deeper contact , I dare to play with you ？

What kind of relationship do you choose to develop with customers , The customer will choose what relationship to develop with you . And these soft qualities do well , Whether it is a new contract, renewal or expansion , The sales performance is bound to increase significantly .

The whole network official account “ Xiebinghang ‘’, Reading business , Interpretation of enterprise services .