B2B SaaS companies struggling to grow their sales acquisition channels post-pandemic need to focus on these 5 things:
In recent months, I’ve been helping two businesses boost ARR by optimising the B2B sales funnel.
Based on my findings, here are 5 key focus areas:
Deepen market penetration
- Leverage your product team to launch new features based on customer input and needs continually. Occasionally re-pitch your products to existing clients.
- Focus on customer success initiatives and customer care lines. Improve human contact and upsell opportunities.
Leverage strategic partnerships
- Integrate with other B2B Software, such as CRM, ERP, and eComm platforms to offer low-friction switching. Focus your pitch around them.
- Build your offer around seamless integration.
- Offer discounts or incentives for switching promises.
Expand to new markets
- Identify new B2B targets that have the highest concentration and get dedicated people to work on them–not fractional–then localise so you have Texans selling to Texans.
- Add new verticals and understand what your competition offers in other areas.
- Study industry trends, and don’t be afraid to use advisors.
- Prioritise and make the right steps, aggressively solving customer pain points.
Enhance your marketing approach
- Target high-value prospects with highly targeted and personalised Account-Based Marketing (ABM) campaigns.
- Build high-quality content and thought leadership through papers, reports, webinars, and speaking engagements.
- Engage your customers on social media and convert them. Plus, invest in SEO.
Hire winners and have an aggressive Performance Management System (PMS)
- Find the top 2% of talent and hire them. Hire for skill set and a winning mindset. Make it very hard to get “in” to your trusting family culture, and very easy to be let “out” (All SaaS unicorns nail this concept). Winners win.
- Invest in training and professional development for your team. Grow everyone with a customer-first mindset.
- Effective PMS is crucial for growth companies. It drives motivation and attention to detail, essential for scaling. Underperforming systems hinder progress. Seek expert advice for market-specific adaptations. This is a CRITICAL component.
Need help with this process? Message me privately.
executive@nicholasholdcraft.com
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