HubSpot Tips & Tricks

Funnel Fella Radio is an ongoing podcast hosted by Scott Dudley and features leading funnel marketing experts from around the world. Across the course of over 60 episodes, Scott has discussed everything from building funnels for Hollywood celebrities, through to combining paid and organic traffic.

There is no denying, sales and marketing teams love funnels. They are a great tool that help businesses follow a potential customers' path to becoming a committed customer.

Inbound selling is the process by which your sales team uses inbound tactics to generate new opportunities and close big deals for your business. By utilising a sales model that supports the buyer's journey with helpful and customised prospecting messages, and tailored presentations.

To be clear selling inbound is definitely NOT telesales or cold calling a database list. I started my career on the phones and I can tell you, that the inbound sales process delivers big results and requires a talented sales person.

As a business owner, you're constantly studying the content on your website and watching how it performs over time. The good news is that you have seen some increases in website traffic, and you're getting more conversions than you did before hiring a digital marketing company.

However, you expected more of an ROI for each piece of content. We understand that, and we're here to suggest how your company can generate more leads for your software-as-a-service (SaaS) website:

Spoiler alert:  marketing is hard—regardless of your industry. But the challenges that confront SaaS marketers are different and, arguably, more challenging. 

With things as they are globally, many companies have had to revisit their lead generation tactics to ensure that they are only spending on the best activities for them. This list will look specifically at the lead generation tactics that are part of your digital marketing strategy. Whilst not an exhaustive list, these activities are methods that have been proven to either provide you with a low cost tactic or optimise current activities and reduce the cost per SaaS lead.

What if we told you there was a secret sauce for rapid growth? According to Forrester, businesses that align sales and marketing teams see an average annual growth rate of over 30%. For those that don't, they see an average growth rate of negative 7%! For SaaS companies, gluing your sales and marketing teams together isn't just a "disruptive" strategy that can help you score a few new leads; it can literally make-or-break your entire business model.

Sure! In the so-called "good old days" of software, marketing teams were responsible for supplying juicy leads to the sales team, and the sales team were responsible for selling physical discs to those healthy leads. But, what happens when software can be instantly deployed on the cloud at any time and any place? Does it really make sense to silo your sales and marketing teams to unique objectives?

Or are they both working on the same goal? Let's talk about why the biggest SaaS companies in the world are using marketing and sales alignment strategies to boost their sales, drive growth, and create a longer-lasting, more impactful software solution.

This is the third blog of a 4 part series that explains the SaaS Sales & Marketing Survival Checklist and gives you valuable advice on how to ensure that your SaaS business will not only survive, but be in a strong position to grow out of the current COVID-19 crisis.

If you’ve not downloaded the checklist, you can access it here 

Other blogs in this series are:

Part 1: How to Look After Your Client Base During Times of Uncertainty

Part 2: How to Keep on Selling - Support and Close

Part 4: How to prepare for the big bounce back

SaaS Sales and Marketing Survival Checklist

How to Build an Audience While Everyone is Listening

COVID-19 has impacted the market place like nothing we have seen in our lifetimes. Well, that is unless you take a moment to reflect on the impact that the digital era brought along with its arrival. 

Prior to this hyper-connected world, you had to attend trade shows, you needed to spend on advertising, and you had to do a lot of hard pushing to get your marketing message out to an audience that you knew limited details about. Tracking your return on marketing investment (ROMI) was difficult –if not impossible. Had a pandemic broken out, you would have been left with very limited options to grow and engage your audience. This would‘ve had a catastrophic impact on your business as your marketing funnels would go stale and your leads would dry up.

Thanks to digital marketing, however, we can respond to a pandemic proactively and tactfully by staying connected to our buyer personas and understanding the shifting needs of prospective customers. 

Have you ever tried to fill a bucket full of holes with water? It’s pretty tough, right?! The water you pour in the top, just pours out the bottom. You keep working hard to get the water level up, but those holes are just too damned big. At this rate you’re never going to fill that bucket to the top.

There are only two options left, you can either:

1. Become Chuck Norris and watch the bucket fill itself. You can now, after all, empty a swimming pool of water with a fork in the rain - surely a leaky bucket is no problem!
   
   
2. Plug some of those holes and slow down the rate at which the water is being lost from said bucket.