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    by Chris Strandin September 7, 2022

    Beating Churn in SaaS Sales

    In Saas sales, Recurring Revenue is the name of the game either annually (ARR) or monthly (MRR). Churn refers to the customers that drop off of the service because they either no longer see the value of your solution, or found an alternative they find more attractive for some reason.

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    by Chris Strandin August 22, 2022

    Competing in SaaS Sales

    In SaaS sales, you're typically competing against another SaaS solution or a traditional software solution. In either case, knowing your competitors inside and out will set you apart from alternatives. This post explores some common traps SaaS companies fall into, and how to avoid falling behind your competition. These days, you may have 40 competitors in a hot space, your whole team needs to be involved in identifying and learning about them. 

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    by Chris Strandin July 6, 2022

    Growing SaaS Installed Base Revenue

    Typically following the initial growth of a company's core SaaS product, markets become saturated, and growth of new accounts slows. Once this happens, key ways to continue rapid growth are to bring a new product, service, or upgrade to market, or expand utilization of the current product within installed base accounts. These strategies allow SaaS companies to bridge the gap to continue hitting rapid growth targets by offering new products, services, or tiers of products.

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    by Eric Morse April 17, 2013

    SaaS Sales PlayBook - Needed Component to Grow Revenue

    Sales playbooks are guides that contain information on and detail experiences regarding the most successful methods for selling your product. They aren’t static documents or online sites/tools; they are ever-growing repositories of tactics, experiences, strategies and whatever other content you think can help to improve sales effectiveness.

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    by Eric Morse April 15, 2013

    SaaS Sales Compensation: Stop Losing Great Sales Staff!

    A capable sales staff can be a company’s greatest asset.

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