Finding ways to focus on the right deals is key for sales success in the SaaS industry. By visualizing what happens between meetings, you can have an easier time to devote time to the deals that are worth your time. Here’s how to do that.
The average SaaS deal takes some 84 days to close. This number obviously increases if your ACV is larger (ca 170 days with an ACV of 100 000 USD) and decreases if smaller (ca 40 days for an ACV of 5000 USD). No matter where on this spectrum your product falls, one thing is for sure: focusing on the wrong deals can have you waste precious time that could be spent on deals with a higher chance of success.
How to focus on the right SaaS deals
To focus on the right deals, you need a way to see what prospects are truly interested and where in the buying journey they really are. Are they just browsing solutions or are they ready to sign immidiately? Are they actively ghosting you and will your time be better spent going after other prospects?
Oftentimes, you’ll end up guessing the answers or relying only on what they say in meetings. There is, however, more ways to spot the signs and see whether your prospect is interested or not. One way is to get a better visual of what your prospect is doing throughout the sales process. This means that you need a way to track what happens in your sales calls, but also what happens between them.
Visualizing what happens between meetings
Gartner has shown how B2B buyers spend some 17 % of their buying journeys with actual sales reps. As they tend to approach a couple of vendors at the same time, the time they spend with you is even less. In fact, your buyer is probably only spending some 5 % of their time with you.
What that means is this: 95 % of a buyer’s time is spent not talking to you directly. So, how do they spend that time? A great portion of it is normally spent evaluating competitors, managing different opinions in the buying committee and going through your material – all while your champion is probably trying their best to articulate your value proposition.
Traditionally, you have been a few steps removed from these interactions and have been unable to see them. Now, what if you could actually set the scene for these interactions and visualize them? What if you could not just see the things that happen in meetings – but also what happens between them?
Odds are, it would give you a ton of information to go on – and help you make truly data-driven decisions. In other words, by finding the best way (or tool) to visualize the things that happen between your sales meetings, you can gain some significant benefits.
For example, you could:
• Spot buying signals that confirm their interst
• See when a prospect is actively ghosting you
• Understand if they’re interested or not
• Get a clue of where they are in their buying journey
This, in turn, could help you verify that the deals you’re working on are really the right ones. It could let you focus your attention on the prospects that are likely to buy, give you an initial idea of when that might be and cut the time wasted on deals that were lost long before the end of the sales cycle.
This is exactly what you can do with SP_CE. Contact our sales team to see how it works – and start your SP_CE journey today.