SaaS Sales

Stop guessing what your customers want. Our guide to a customer-centric sales process will teach you how to meet customers where they're at and build trust.

SaaS affiliate programs pay some of the best commissions, but they aren’t all created equal. Discover the best-of-year programs—and how they work.

Discover the top SaaS email automation practices to streamline workflows and fuel growth. Nurture leads, boost conversions, and enhance customer engagement effortlessly.

In SaaS, customer churn and downgrades interrupt reliable growth—so use the net revenue retention metric to analyze and solve any core problems.

If you want to succeed in SaaS, you must master SaaS sales. Unlock your team’s full potential with these 10 strategies.

Churn measures the ultimate failure in SaaS—all of the customers who tried out your product and decided it isn’t worth paying for.

The best sales methodology for SaaS considers how your customers work, whether you're in B2B or B2C, and what types of lead generation model you use.

At Close, we know how to sell SaaS. We began as Elastic, Inc., an outsourced sales solution for Silicon Valley startups. After we developed Close for internal use, we pivoted and began to sell our inside sales software to SaaS sales teams.

Figuring out the optimal length for your trial is important. Yet most SaaS startups offer way too long trials. Here are 3 reasons to shorten your trial now.

While rapid growth sounds like a good thing, unexpected growth in your SaaS business can spell trouble. Learn how to navigate it.

Customer retention is the key to profitable growth. Learn the top customer retention metrics your SaaS company should be tracking.

Harris Kenny was working as a head of sales when he decided to quit and become a consultant. Three years later, he runs an international sales consulting firm that specializes in helping startups grow by supporting their early-stage sales process. Hear his essential sales lessons for startups.

We built our own SaaS partner program, and we’re about to share the details of how we did it, the mistakes we made, and how you can create a scalable partner program for your SaaS company. We’ll also learn from B2B partner programs from companies like Monday, Typeform, Aircall, and more.

While referral sales can happen organically, businesses can also foster and automate the process through a referral program. Learn step-by-step what it takes to create a winning SaaS referral program.

Which features should you add to your product before you can start selling it? Many founders get overpowered by the feature creep monster early in the development of their product. They stifle the progress of their startup because they get too hung up on thoughts like:

Due to the ongoing COVID-19 situation, EdTech companies are facing a set of unique challenges and opportunities. Learn what these companies did to adapt their sales process, with 17 expert strategies to help you succeed, in spite of the crisis.

You just came out of your last meeting of the day, (the ninth one!), and you still aren’t hitting numbers. You’ve reflected on your coaching strategy, the hiring process, the CRM tool, your weekly meeting objectives. You’ve evaluated and tried to optimize everything.

Failing to find the right audience for your business will guarantee a startup's failure. As founders tend to be fanatical about closing their first customers and hustling their way to initial traction, they need to keep in mind that not all customers are created equal.

When you run a services business, it’s only natural to think, “You know, this would be a whole lot easier if we were a software company.”

Too many startups focus on the first S in SaaS, but they forget all about the second one. When software and service aren’t equal priorities, it’s impossible to build a successful company.

SMBs in the U.S. have quadrupled their spending on SaaS subscriptions in the past two years. There's a lot of competition in the SaaS market today. And it's increasingly more difficult to attract new customers—startups release cheap versions of SaaS products every day.

By 2018, the enterprise SaaS market is expected to increase five times over and be worth a whopping $50.8 billion in revenue, representing over a quarter of the entire worldwide enterprise application market. There’s no doubt about it: SaaS is the future of the software industry.

If you have your first 10 customers, congratulations! You’ve made it further than many startups. But now what?

If you don’t have buyers, you don’t have a business. I see startups all the time that are so afraid of selling, they never get their first customer.

You love your product—it’s been your baby from day one. You pour all your time, energy and money into building it. Sticking a price tag on this effort is harder in some ways: How do you put a number on all of your hard work and energy? How do you communicate enduring value with a dollar sign?

Some people will tell you the secret to driving SaaS sales is a great onboarding experience. Others might tell you that it’s all about customer success. Are they right? Well … yes and no.

You’ve got a great self-serve SaaS product. You have leads coming through your funnel, signing up for a trial and upgrading—without you having to lift a finger.

Here's a much-needed SaaS sales myth buster for everyone building a startup. Have you fallen for any of these myths?

Your prospect loves your product. They're drooling over the features, and they’re already planning the integration into their own system. You’re both ready to sign on and get cranking.

Self-service. Oh, show me a SaaS founder who doesn’t love self-service customers. They find your product through word of mouth, inbound marketing or partnerships. They eagerly sign up for your trial. Automatically convert into paying customers.

Dare to charge more and then live up to the challenge. It’s not about becoming so affordable that everybody can get some value out of you. It’s about creating so much value that the right customers are happy to pay you a fair price in exchange.

If you’re a B2B SaaS startup, you need to be calling all your free trial signups to convert more of them to paying customers and raving fans.