Software, Tech and SaaS Sales Strategies
Is your sales machine producing the scale and results you need? Is marketing automation the right choice for you? Are your sales and marketing teams aligned with a shared "Sales Quota"?
Over the past 18 months the rules of sales engagement have changed more for B to B Technology, SaaS and Software companies than any other industry. Innovators drive early adoption. The wave of technology that has hit the market allows marketing and sales to function as a cohesive unit for the first time in history. And its all driven by the fact that your buyers digest, on average, 10.7 pieces of digital collateral prior to buying.
As a sales outsourcing and b to b demand generation company we have been fortunate enough to work with some tremendous innovators building parts or all of their high velocity sales machines Below are some of the best practices and tactics Gabriel Sales recommends and tips from some of the thought leaders we work with.
Resources
A Bigger Pipe
Top 10 Strategies to Maximize the Production and ROI for Technology Sales’ Demand Generation
An effective and efficient Technology Sale’s Generation program can make the difference between winning and losing in today’s competitive market. This quick overview outlines all the parts of a successful successful b to b demand generation practice and how inbound lead generation, out bound sales efforts, marketing and sales team alignment and marketing automation can work in harmony to drive your deals from Marketing Qualified, to Sales Qualified to Closed.
Here are our Top 11 (had to turn it up from 10 to 11) strategies refined from over 10 years of outsourced b to b demand generation for technology sales teams. Stressed are the new rules of sales engagement to meet the challenges of the new social and digital age we now compete in.
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Marketing Quotas?
Aligned Content Marketing and Sales Maximizes your Sales and Marketing ROI
A quick 4 minute video overview of the new opportunities you have to create a b to b demand generation process that moves deals faster, saves your senior reps time and makes your sale marketing team more effective nurturing prospect to expand your pipe. This video discusses how to align your inside sales team and sales marketing team to sell to your buyer the way they want to buy to give your entire team a “Sales Quota” for exponential growth at a decreased Cost of Sales and Marketing %.
CLICK HERE TO VIEW
Learn how the right sales b to b demand generation outsourcing partner can integrate inside sales reps, b to b digital content, social media and technology to augment and increase the performance of your existing team to drive your sales, your inbound marketing and your sales pipe velocity.
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Automate Now?
Can Marketing Automation Software Exponentially Increase your Software Sales?
5:00 minute video demo by Pardot that provides a quick overview of some of the major benefits of a marketing automation software.
View this quick demo and learn how; at a glance well trained inside sales reps can look at their leads, quickly prioritize those that are mostly likely to transact. Mine your website traffic for cold call targets. How advanced prospect level analytics to gives you marketing budget a “Sales Quota” across all touch points. Track your prospects digital content consumption to make your closers smarter and infinitely more effective than the competition. And how you can nurture you non-sales ready leads at reduced time and expense.
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A Faster Pipe
How to Integrate Inside Sales Team, Demand Generation Marketing and Digital Content
Successful software, SaaS and Technology Sales now require you to align sales and marketing and to integrate inbound marketing and outbound sales efforts to get the most out of your sales and marketing budget. Winning is now about getting the right message, to the right prospect at the right time. We invite you to read:
New Rules of Sales Engagement
The rules of sales for technology sales have changed for three reasons; with the explosion of social media and digital platform buyers now digest 11 pieces of content before transacting, marketing automation software can give marketing a “Sales Quota” and marketing can now be driven by your sales team. We invite you to learn about the simple framework and road map you can apply to increase the productivity of your demand generation solution. CLICK HERE TO READ THIS POST
Framework for How to Create Content that Closes
A series of three blogs that covers how to integrate your inside sales team, sales content marketing, your outside agencies and a sales outsourcing or outsourced demand generation to get the most from your sales and marketing efforts. CLICK HERE TO READ THE SERIES
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Qualify Real Need
Establishing Customer Real Need & Business Pain Digitally
Cloud Security Software company had developed such a cool product that technologists on both teams were getting caught up in the demo which was adding time and effort to the sales process and making quick qualification difficult. Solution was to create “preview” demos around discrete area of pain to focus the business conversation
Network Compliance (HD 1:36) VIEW NOW
Security Capability (HD 1:37) VIEW NOW
Network Reporting (HD 1:46) VIEW NOW
Customer Needs to Prioritize Need and Compare Against Current Solution
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Compare Tactics
Is Sales Outsourcing or Sales Consulting a Fit for Me?
Not all technology and software sale are equal. Your sales and marketing teams may have different gaps. Markets and products are at different stages of maturity. Some companies are outgunned by Fortune 500 incumbents. Below are a several examples of how company’s integrated b to b demand generation outsourcing, outsourced lead generation, and sales and marketing team staff augmentation to lift both deal and revenue volume.
Social Media Analytics SaaS Company – Company needed to build a repeatable process to generate leads and temporary enterprise reps to close business. Sales Outsourcing drives 2M in annual run rate. CLICK HERE
Fortune 500 Security Software and Hardware - Middleware Software and Hardware solution needed to Lead Score and Map Early Sales Process to avoid disrupting existing sales team. CLICK HERE
Fortune 500 Security Software and Hardware - Middleware Software and Hardware solution needed to Lead Score and Map Early Sales Process to avoid disrupting existing sales team. CLICK HERE
Series A Network Security Software Company need to build a demand gen and inside sales team to; decrease its reliance on the channel, increase its support of the channel and to target key verticals in Fortune 1000. CLICK HERE
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Smart Targeting
How to Improve Software Sales with Better Targeting
Smart targeting leads to a faster pipe and more closed business. Improve what you put into the pipe and you will improve what comes out and save time and money in the process with faster deal flow and higher revenue. Smart targeting starts with Pareto’s Principal. This principal is also known as ‘the law of the vital few”, or the 80:20 rule, it states that 80% of your revenue is going to come from 20% of your customers. These are the customers you want to go after. However targeting does not stop here. You also need to consider who the right customer are for your business long term.
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Openness Wins?
Marketing Automation Partner Webcast - Openness as a Competitive Advantage
Pardot COO Adam Blitzer discusses how openness with you content can be your best weapon against competitors in your b to b content and marketing automation strategy. Topics discussed include:
- Openness with pricing for SaaS and Tech Solutions
- Leveraging your existing knowledge center to drive more inbound
- The value of a landing page engine
- How to dominate SEO and PPC
- How to leverage Twitter and LinkedIn.
VIEW ON DEMAND NOW
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Re-Use Content
Are You Getting the Most out of Your OnDemand Webcasts for Complex Solution Sales:
A short webcast with some quick tips on how to; clones your senior reps, make your inside reps “smarter” and maintain higher deal size.
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