3 ways to optimize SaaS sales in a downturn – TechCrunch

my first month with a sales quota, September 2008 was not the best month for a 21-year-old to start his career by calling strangers and convincing them to buy $10,000 software. The economy was in free fall, companies across the country were cutting staff and all budgets were frozen.

Despite all the odds, I ended up doing fine. Good enough to be the top seller worldwide (out of nearly 1,000) and break the 10-year record for most sales in a single year. As? After working on the first Obama presidential campaign from 2006-2008, I had a new perspective on selling. One that works regardless of whether we are in a bear or bull market.

There are tremendous opportunities in a recession for increasing revenue. But first, you need to fundamentally change the way you approach selling.

In a downturn, money saved is worth even more than money earned.

Here are some quick tips for founders and salespeople that can help SAAS revenue grow during these tougher times.

Adapt your sales pitch to the current market

When capital is cheap, growth is the primary metric that all executives and investors aim for. Capital has literally never been cheaper in the last decade.

However, all of that has changed. Businesses these days can’t spend more than they earn. That means your old selling point, “We can help you grow faster than ever!” must change too. The new message that will resonate is: “Let’s get more out of the resources you have!” 3 ways to optimize SaaS sales in a downturn – TechCrunch

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