Are you still selling your B2B products as if it were 2013? If so, you are missing out on the vastly changed buyer experience of the last decade. With the recent pandemic, enterprise buyers have become skilled in navigating e-commerce webs, and demand a similarly personal and effortless experience when shopping for business-to-business (B2B) products.
Sales teams must adopt a sales model that puts the customer first. Rather than relying on outdated methods, SaaS firms should utilize tools and strategies that account for knowledgeable customers and reflect the challenges they face. Businesses today commonly use over 80 SaaS applications, and buyers invest a considerable amount of time researching their options.
To be successful, these sales processes must be quickly adopted, require minimal outside intervention, and provide potential customers with what they need to make an informed purchasing decision. SaaS businesses should focus on making their offering accessible and immediately useful, instead of necessitating customer surveys or logins.
Furthermore, sales teams should avoid the “spray and pray” model when launching products— time and money should be invested in the customer experience and in features that will prove the product’s ROI. Working with customers to demonstrate how your product improves efficiency is key.
An example of how modern SaaS should work is OpenAI, who offered their ChatGPT product for free as a way to excite customers. On the homepage, they made it clear how they could solve customer problems and why the process of working with them would be worth it, instead of guesswork or lengthy presentations.
All in all, customer-oriented sales processes that customer the customer is the answer to standing out in the B2B world. Free and interactive experiences should be the norm, and demos that show the product’s value should be a priority. At the same time, time and money should be focused on customer engagement and product features that ease the customer’s journey.
Reprise is an enterprise-class demo creation platform that allows teams to create product tours, live demos, and track usage all without code. Their no-code option is the perfect way to deliver tailored product experiences, control the narrative of your demos, and track usage in a cost-effective way.
