什么是SaaS销售赋能？

SaaS sales enablement is the approach of equipping sales personnel with appropriate information content, assets, and skills required to sell SaaS (software-as-a-service) products. Sales personnel use this approach to foster communication between them and clients to resolve marketing issues and seal contracts. In the competitive SaaS market, sales enablement is crucial for driving revenue growth as the sales teams adapt to changing buyer behaviors and consistently meet their goals.

A SaaS Sales Enablement program should include the following elements:

• 培训和入职： 确保新员工了解产品及其关键功能的销售方式，以及适当的口头礼仪。
• 内容和宣传材料： 提供最新的营销材料、案例研究、产品演示以及关于公司的其他信息。
• 销售工具和技术： Ensure your team has access to CRM solutions, sales intelligence tools, and communication software.
• Data and Analytics: 维护客户行为、销售活动和其他绩效指标的记录，以便做出明智的决策。

这是一个SaaS销售赋能的例子。

想象一下，一位销售代表拥有适当的定制产品演示、交叉销售和与竞争对手产品的比较，以及一份关于如何销售该产品并结合最新营销材料的指南。这就是销售赋能的全部意义所在。

关键的区别在于产品和 销售模式:

• B2B: This model sells tangible goods or services to other companies at business to a business level, often involving long-term projects and higher charges.
• SaaS: 销售团队 sell licenses to cloud-based software, which involves products with shorter sales cycles and annuity-based revenues.

A typical sales enablement team usually includes:

• Sales Enablement Manager: In charge of how the strategy is to be deployed and implemented.
• Content Creators: Create and update sales support materials.
• 培训师： 制定并实施入职培训和其他培训计划。
• 销售运营： 控制 销售工具、技术和数据处理。

这种结构协调了方法或全面涵盖了销售赋能的各个方面。

您可以通过以下方式衡量销售赋能的成功：

• 收入实现时间： 从与客户的首次互动到最终完成销售所花费的时间。
• 赢单率： The number of contracts secured out of the total number of bids tendered.
• Quota Attainment: The number of sales reps that could meet or exceed their sales targets.
• Customer Satisfaction: Client impressions, observations, or even complaints regarding the sales process.

Common reasons include:

• Lack of Alignment: 销售和市场人员各自独立工作，目标不同。
• 资源不足： 在培训、内容和技术方面获得足够的资源。
• 内容过时： 更新过时的销售材料，使其与当前趋势和市场需求保持一致。
• Ignoring Feedback: Ensure collection and response to feedback from sales representatives.