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SaaS Sales Prospecting

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How RevBoss Works

We’ve got the prospect data, software, and team you need to find your next customer.

1. Get the Right Prospect Data

We integrate with leading data sources — including our home-grown engine — to provide our customers precise, accurate B2B contact data.

2. Find Your Sales Flow

Our team builds a sales Flow that drives prospect engagement with personalized sales touches. We route active prospects to your sales team.

3. Learn, Rinse, Repeat

You work the prospect convos that we turn up and coordinate with our team to measure and optimize. We grow your pipeline and you win more customers.

Stop Prospecting and Start Selling

RevBoss does the lead gen grunt work so that your team can spend more time moving prospects to close.

Deep Dive On-Boarding

We kick off new customers with a 3-week on-boarding focused on uncovering key prospect segments and what will move them to action.

Custom Strategy & Messaging

Our Customer Success team builds the strategy and writes custom messaging for your program. We’ll drive every step of the process for you.

Meetings Like Magic

We’ll hit “go” together and a few weeks later the first engaged prospects will start to bubble up. Our team drops them in your inbox, your CRM or your calendar.

Schedule a Consultation

Let us know which best describes your company and we’ll route you to the right team.

What is 7+4?

B2B Prospecting

Business to business or B2B prospecting is the process of identifying prospects (potential buyers, who can be individuals or organizations), reaching out to them, and converting them into customers. There are tried and true methods of outreach to prospects, including B2B prospecting strategies such as email campaigns, cold calls, and pay per click (PPC) advertising. But some of the most effective methods of B2B prospecting aren’t used quite as often, such as warm touch emails and LinkedIn marketing.

Who exactly is a prospect?

A prospect is an individual or an organization in your total addressable market, or TAM. Your TAM is the sum of all the customers you could potentially sell your product.

Once you know your TAM, you can draw down further and create an ideal customer profile, or ICP. This is a detailed description of the kind of prospect you should be outreaching to.

And once you have identified your ICP, you can do your outreach through a mix of sales and marketing activities.

Sales activities are collectively known as outbound marketing. This group of activities includes cold calling, outbound email, and social selling, your sales efforts on social media.

For software as a service (SaaS), one of the most productive platforms for social selling is LinkedIn. The LinkedIn site confirms that 50% of B2B buyers use LinkedIn as a source for making purchase decisions, and 76% of B2B buyers prefer to work with recommendations from the LinkedIn network.

Marketing activities are collectively known as inbound marketing. They include pay for click, content marketing, and email marketing. One of the most effective tools of inbound marketing is the warm touch email, an email written for just one person.

B2B prospecting combines inbound and outbound marketing efforts so everyone on the team works together to attract your ideal customers to power revenue growth. But B2B prospecting never uses every possible tool for inbound and outbound marketing on the same prospect.

The SaaS Sales Process

Since the cloud-based nature of SaaS requires the sales process to be part of the code, choices about the sales process have to be made in the earliest stages of engineering your product. But before you can make decisions about your sales process, it’s helpful to understand what your sales are.

At risk of putting it too simply, sales is the process of persuading your customers to give you money in exchange for subscriptions to your online software. You can sell to individuals as well as to companies and other businesses. B2B sales are sales of your software from your business to another business.

Part of the SaaS sales process is converting leads to prospects and prospects to customers. Another part of the SaaS sales process is retaining the customers you already have. The life cycle of SaaS sales can be thought of in terms of awareness, education, selection, onboarding, impact and growth.

Awareness is the “Uh-oh we have a problem stage.” Your prospective customer is just becoming aware of the need that your software can fill.”

Education is the “Aha! There is a solution to our problem!” stage. Your sales efforts have made your prospect aware of the match between your software and their needs.

Selection is the “Wow! This company can really help us!” stage. Your prospect becomes aware that your product fits their needs and you make a sale.

Onboarding is the “Yes! They delivered!” stage. This is the stage at which your customer uses your product successfully to address the problem that brought them to you.

Impact is the results stage. This is the point at which your customer sees changes in their bottom line, however their goals may be defined, as a result of subscribing to your product.

Growth is the “OMG. What else can we do with this?” stage. Your customer starts looking for new applications of your product in their enterprise.

Your engineers have to design your products for every step of the SaaS sales process. Your sales staff will be intensively involved in the enterprise SaaS sales process (B2B SaaS sales process). But your sales staff may or may not be actively engaged in a more basic software sales process, depending on your SaaS sales model.

SaaS Sales Models

What is a SaaS sales model?

A SaaS sales model is a set of guiding principles for selling your cloud-based software to your customers and clients.

The three main SaaS sales models are fairly self-explanatory and easy to understand. But choosing the wrong software sales model in the introductory phase of a product can have disastrous effects on sales.


The self-service SaaS sales model is a good match to sales campaigns for low-priced software and for software that is easily adopted and used by customers. It’s also an appropriate SaaS sales model if you are expecting an especially high volume of subscriptions. Examples of successful implementation of the self-service SaaS sales model include Slack, Spotify, and Dropbox.

In the self-service model customers sign up for the product they like. Then they access customer support or content resources on your site if they feel like it. Free trials and “freemiums” do the work of a sales team in this model.


The transactional SaaS sales model is best suited for more complex or higher-priced software. When customers lay out more money for a product, they want assurances that it will work, and they expect to have access to support when they need it.

Sales reps may be able to do their work over the phone or by Skype or Zoom, but they may also need to see customers in person. They may need to do demos or to give training workshops to make sure that customers realize the full value of the product.

The transactional model requires more marketing dollars and is appropriate for products with a longer life cycle.


If you have a top-tier SaaS product at a top-tier price, your marketing efforts will most likely benefit from the enterprise model. You will be selling a product with an exponentially higher price but you will also need a sales team that has skills at closing deals in a corporate environment. Your sales team will need to understand even the tiniest detail of your product in order to make the sale. It can take many months or even years to convert a prospect to a customer in this model.

SaaS Sales Strategy

Your SaaS sales strategy is a document (in writing, so everyone on your sales team is aware of it) that explains your plan for positioning your product and converting prospects into qualified buyers in a way that distinguishes your software solution from competing software solutions. Sales strategies provide clear guidance to everyone in your sales organization.

Your SaaS sales strategy document will contain important information such as team structure, product positioning, competitive analysis, key performance indicators, sales processes, and sales methods. It will include numerical targets for monthly recurring revenue, customer acquisition cost (how much it costs you to acquire a new customer), churn rate (the rate at which you lose customers), close ratios (the percentage of prospects who become customers), demo-to-trial ratio (how many people try your product after you have done a demo for them), and revenues per lead (which tells you whether your marketing expenditures are giving you a good return on investment).

All of these numbers help you and your salespeople stay on the same page, especially with how to sell SaaS B2B, but it’s important not to get lost in the numbers. Where most SaaS sales strategies need improvement is putting too much emphasis on communication inside your organization and not enough emphasis on communication with customers.

It is essential to make sure your whole team is invested in product quality. Bugs and other issues need to be fixed immediately.

It’s important to give your sales team guidance and tools for customers at different points in the B2B SaaS sales funnel. Not every customer will be unfamiliar with your product during your first contact with them.

It is essential to make sure your team is going after the right kinds of customers in each of the SaaS sales cycle stages. If you aren’t getting prospects to try the product after the demo, then maybe the problem isn’t the product, but that you are going after the wrong kind of customer. If you aren’t able to retain customers, then take a look at your product position.

You need to give your sales reps the tools to overcome customer objections. And you need to make sure your sales team is motivated to keep revenues growing with an effective and fairly compensated B2B SaaS sales strategy.

Your B2B SaaS Business Plan

So, are you ready to jump in and develop your own SaaS business? Are you ready to write your B2B SaaS business plan?

You don’t need a book-length B2B SaaS go to market strategy. A one-page pitch can be enough to start. But you do need a written plan, and you need these essential elements:

  • Know and show a path to profitability. The reality is that most new SaaS products are loaded with bugs. They are often hard to use. Debugging your product is a sink or swim activity for your SaaS business. But it doesn’t do any good to produce flawless software unless you know the size of your market, have a realistic number for the percentage of customers in your organization to whom you can sell, and clear ideas of how your revenues will exceed your expenses and when you will  become profitable,
  • Be able to write a clear summary of your market opportunity. Commit
  •  your sales and distribution strategy to writing. Have sales and revenue objections based on assumptions you can explain and defend. List your management team. Be able to do an air-tight presentation for requesting funds.
  • And have your exit strategy in mind from the very beginning. Plan for success, and plan to do well with your B2B SaaS business plan.
RevBoss has a turnkey approach. You tell them what you need in terms of your target audience and they do the rest. And the leads come in the door.
Mitchell Causey, Founder & CEO, Demandwell
RevBoss completely altered the trajectory of my business. I'm getting more qualified leads than I've ever had in 15 years of doing this business and I hit a 10X return within six months.
Donald Summers, Founder & CEO, Altruist
RevBoss is more consistent and predictable than a BDR -- it is faster and  achieves a broader reach than a BDR can because it combines expertise with automation.
Grace Tyson, Founder & CEO, Luma
Before, we were relying on word of mouth. It was very inconsistent and frustrating. With RevBoss, we finally have a repeatable model. We are having great conversations and learning from all of our leads.
Anil Rathi, Founder & CEO, Skild
RevBoss feels like an extension of our sales team, without the cost of a sales person. They know what works, they are responsive, and they take a genuine interest in our success.
Jeb Banner, CEO, Boardable

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