什么是SaaS销售？

SaaS sales means selling software as a subscription service. By paying a recurring fee, users access the software online rather than buy or install it.

SaaS sales are key in the software industry. The expansion of cloud computing is due to the way businesses can use the software.

SaaS sales models come in different forms, including:

•       Self -Service: Users of smaller businesses buy and install the software on their own.
•       Transactional: Sales reps manage transactions with some amount of customer interaction.
•       企业级： Sales reps work on deals with a custom solution entailing extended cycles.
•       Partner/Channel Sales: SaaS 企业与第三方之间的联盟，旨在触达新的受众。
•       先占领后扩张： Upselling after the initial offer was presented and as the customers’ needs change.

SaaS 销售策略可以是： 

• 入站式： Leads obtained through various methods such as content marketing, SEO, and social media.
• Outbound: Cold Calling, emailing, and social selling catered to potential buyers.
• Account-Based Marketing (ABM): Targeting specific accounts with personalized campaigns to meet their needs.
• 产品主导增长（PLG）: Using the product to single out an audience with the intent to acquire and retain.
• Inside Sales: Sales reps typically work remotely, attempting to connect to prospects by email or phone. 

Some key criteria to track the efforts of your SaaS sales:

• Customer Acquisition Cost (CAC): 企业为客户购买其产品或服务而花费的平均金额。
• 每月经常性收入 (MRR)： 衡量客户可能产生的每月经常性收入。
• 客户流失率： 在给定时期内离开公司的用户数量。
• 客户生命周期价值 (LTV)： Measurement of how valuable a customer is across the entire relationship.
• 销售周期时长： 从首次接触潜在客户到完成交易之间所经过的时间。

通常，SaaS销售团队由以下人员组成：

• Sales Development Representatives (SDRs): 寻找潜在客户并与客户建立联系以安排会议。
• Account Executives (AEs): 在销售过程中完成交易并管理客户关系。
• Sales Engineers: Specializes in technical expertise and product demonstrations to show features and functionality to potential customers.
• 客户成功 Managers: Ensures customer satisfaction as they transition from sales process to active users. CSMs focus on building relationships and user retention.
• Sales Managers: Recruit, hire, train, and lead the team.

This can depend on several things, such as your target market and sales model, as well as the size of your Saas business.