SaaS Sales illustration

How to Improve at SaaS Sales in 7 Steps

Never copy-paste a SaaS sales strategy from other company. You are unique, so be original and differentiate.

When you first start marketing your SaaS, you’re left wondering what to do for marketing. Everyone advises you to try different things: Get on social media, offer a discount, or write a blog post instead. But how do you know what will work well with your Startup?

The easiest way to find a SaaS sales strategy that works is to test tactics. This process of testing tactics is referred to as A/B testing. The idea behind A/B testing is very simple and logical: You should be clear about the goals you want your marketing to achieve and decide on which metric (KPI) you’re going to use to measure whether your goals were achieved with your marketing efforts.

SaaS companies are constantly in search of sales strategies to implement. And there seems to be a never-ending supply of them – from blogging to social media– to viral videos. Some, help Startups grow; others do more harm than good. So how do you know which ones are worth implementing?

For Startups, marketing is everything. It’s something that’s never really “done” or “finished.” Basic marketing can be as easy as setting up a Facebook page or buying a Google ad. But sometimes a business’ needs aren’t met by the basics, and they’ll need to get creative. These creative marketing strategies are sometimes savvier than other Startups–but it seems like these tactics have already been claimed. This guide breaks down seven unique Startup marketing strategies to help you maximize your effectiveness within an increasingly competitive market.

SaaS Sales Strategy

1) Use SMART Goals From The Beginning

As every entrepreneur would say, reaching success is a matter of keeping up the momentum. To achieve your goals, you need to set smart goals that can be measured and can help you in achieving success by offering the increments through which you can track your progress. Goals should be specific, measurable, achievable, realistic, and time-bound (SMART). Setting SMART goals helps you in staying focused and achieving your goals on time.

If you’re launching a new product, for example, prioritize development while simultaneously setting goals such as:

  1. Publish 1 new web page to promote the new product by X date.
  2. Create 5 blogs to market new features
  3. Get 200 comments on all social media platforms.

Consistency and concentration are essential for long-term progress, and SMART goals help you achieve both. 

SaaS Sales

2) Run Ads

Content is nothing without strategy. A poorly planned content strategy can waste your valuable time, energy, and resources and cause significant losses in revenue. A well-planned content marketing strategy will help you build a powerful brand presence in the marketplace and bring in new customers who are ready to buy.

Ads are “pay to play,” therefore they aren’t as scalable as content marketing, but the advantage is that your ads will be visible to users soon after you activate the campaign.

The ads to use are determined by the previously planned strategy. However, I leave you some options to evaluate:

  1. Social Media Ads
  2. Google Ads (Search and Display)

saas sales google ads

3) Create SEO-Optimized Content

Search engine optimization is a practice of optimizing your website and its content so Google will rank it higher in its search results, which translates into more traffic to your site. SEO needs to be done right to ensure the best results and a performance aligned with your expectations.

SEO for Startups is tough. Although Google has announced some new search algorithm updates, things are changing for the better. Their algorithm is focused more on user experience and quality content and less on keywords, making local and Startup businesses a great opportunity to win over clients with dedicated customer service and fresh, innovative content.

4) Referral Programs: A clever move

A referral program is a great way to attract, acquire and delight customers. The right kind of program can fuel your growth. A referral program will help you build a strong brand, attract new qualified leads and gain more customers in the long run.

Implementing a referral program can help your business gain new customers organically and differentiate your offering from the competition. If a customer goes out of their way to refer another person who becomes an active user, they are more likely to be retained.

5) Host an AMA every once in a while (Rather than webinars)

Webinars are cool, but An AMA (ask me anything) is a trending and effective technique that has been used by entrepreneurs, celebrities, and even brands to connect with their audience. No question is off-limits so long as it’s related to the overall topic of your AMA.

You could carry out these sessions periodically through your different social media platforms: YouTube, Facebook, Reddit, etc.

SaaS sales

6) Ask For Testimonials: Your Customers Reviews Have Lost Of Powers

What is a testimonial? A testimonial is just a way of saying a quote about your service. Chances are your customers (and even employees) are happy with your services. They should be! Since they do not want to tell others how satisfied they are with you, take the initiative and ask for feedback. Testimonials help in improving your credibility and reputation. You can publish this on your website or business collateral to increase credibility. Testimonials can help communicate trust, social proof and work as an endorsement.

SaaS Sales testimonials

7) Provide Free Trials

Have you created a SaaS package that your customers will love? It’s important to offer some free time with your product to get the evaluation period started.

Free trials encourage users to try your product, and if they like what they see, they’ll move on to the paid version. Free trials also help you collect data on each customer, which can be a valuable insight into what features they want most on your product.

Today’s SaaS startups are realizing that using fear marketing tactics such as artificial urgency and exclusivity doesn’t work for the vast majority of users. Many SaaS businesses are trying freemium and free trial offers instead. Non-committal users can still evaluate products with a free plan, and in fact, they often convert at higher rates than paid customers.

Free trial 2


Ultimately, improving at SaaS sales means continuing to learn—about your product and your customers, about SaaS sales in general, and even a little bit about yourself. Knowing where you stand is the first step to improvement; then once you know that, you can get to work!

If you want to lear more about your customers you can sign up for free to Radix!

Luis Cordero Schiffmann
Luis Cordero Schiffmann
Digital Marketing Strategist & Web3 Passionate MBA with expertise in Science, Technology, and Innovation. I'm a big fan of the crypto revolution, the internet and business.