How to Sell SaaS in B2B: Building a Strategy That Will Pay Off in 2024

Upsilon
3 min readFeb 6, 2024

Have a SaaS product in mind that would help tons of businesses but don’t know where to start? Do it right here! Here’s a comprehensive guide about crafting the sales strategy for B2B SaaS startups that covers all the must-knows.

A powerful sales strategy is one of the core points any SaaS company has to formulate and master. The more aspects are covered, the more chances your product will get a Big W.

So, Why Do You Need a Sales Strategy?

You won’t find a treasure without a map. Why it’s important?

  • The competition’s fierce: the SaaS market is like a crowded dance floor, everyone’s vying for attention.
  • Long-term relationships: B2B SaaS isn’t a one-night stand, it’s a steady romance. A good strategy helps you do just that.
  • Growth isn’t optional: every business wants to expand, reach new heights, and touch the sky.

The Winning Tactics in B2B SaaS for 2024

If you want your business to stand a chance, you have to turn up the heat on revenue with a sizzling sales approach. Follow the best practices and invent new approaches:

  • Work on a targeted portfolio. Share success stories to build trust, showcasing how your solution addressed specific challenges.
  • Take a shot at ‘Pull’ marketing. Shift from pushing for visits to naturally attracting attention by investing time in making engaging content that raises customer interest.
  • Stop selling features, solve a problem instead. Focus on how your app’s tools help solve challenges for your segmented target audience, emphasizing value over features.
  • Polish your product’s onboarding. Combat the global churn rate by ensuring a smooth onboarding process and guiding newcomers step-by-step into your solution.
  • Try offering freemiums or free trials. Allow potential customers to experience your solution with free trials, different subscription models, and demonstrations.

What Are the Differences Between B2B and B2C SaaS?

B2B and B2C sales processes have distinctions, which influence the sales strategy. Here are several main ones worth noting.

Prospecting 🔎

Prospecting in B2B is all about quality. Spend time finding potential partners through face-to-face meetings, networking events, LinkedIn, and custom demos. Remember, patience is key in B2B — the longer you nurture a partnership, the bigger the payoff. On the other hand, B2C sales are quicker and more impulse-driven.

Lead Generation 🎯

When it comes to lead generation, B2B salespeople target decision-makers from executives to end-users. Educational content is your secret weapon — whitepapers, case studies, and webinars are the ammo for hungry business minds.

In B2C, you communicate with the end-user directly and exclusively. The end customers are more likely to perceive sucha a message when they pop up along their social media accounts or in the videos of their favorite bloggers.

Qualification

Qualification in B2B means sizing up how well your SaaS solution fits business needs — considering integration, scalability, and organizational goals. On the B2C side, it’s straightforward, focusing on individual preferences and user-friendliness.

Nurturing 🌱

Nurturing relationships in B2B involves addressing concerns, sharing educational content, and consistently providing value to the whole organization. B2C is about tailor-made content, promotions, and recommendations to keep individual consumers engaged.

Closing 🤝

When it’s time to close the deal in B2B, it means negotiations, consensus-building, and adjusting solutions to specific business needs. In B2C, you’ll have to simply secure a hassle-free online purchase process.

Are you up with some fresh ideas to help more businesses? We’ve prepared a comprehensive guide:

  • What’s the B2B world about?
  • How to build a B2B SaaS Sales Strategy in 9 easy steps
  • What are the best winning strategies for 2024?

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Upsilon

Digital product studio. We help early-stage startups (<$100K) and scaleups ($1M+) grow faster by creating products that drive results.