How Do You Create A Sales Strategy In SaaS?

Tips, Ideas and FAQs

Creating a sales strategy for your SaaS company can be daunting, but having one in place is essential to reach your growth goals.

There are many factors to consider when putting together your strategy, from understanding your ideal customer to determining how you will acquire new leads.

In this article, we'll walk you through the process of creating a successful sales strategy for your SaaS company.

Read on for tips and advice on everything from lead generation to closing deals.

What is a Sales Strategy?

A sales strategy is a plan of action that outlines how you'll reach your revenue goals. 

This plan can include things like customer research, defining how and where you'll acquire new leads, creating campaigns to nurture existing opportunities, and even setting pricing plans.

Your strategy might also include:

  • Definitions of your lead types
  • Strategies for closing deals
  • Plans to measure success

Above all, you should tailor your SaaS sales strategy to your product and current market conditions.

For example, if you're targeting large enterprises, your sales strategy might include a longer sales cycle with more complex pricing plans than selling to SMBs.

Or, if you're targeting customers in a specific part of the world, your strategy should consider cultural differences and local preferences.

Ultimately, you should design your sales strategy to help you reach your revenue goals in the most efficient way possible.

Why Do You Need a Top-Notch SaaS Sales Strategy?

A good sales strategy will set you up for success and help you reach your revenue targets.

It will also ensure that your sales team has the guidance and resources they need to be successful.

With a well-thought-out strategy, your sales reps will have direction on generating leads, nurturing them, and closing deals. Furthermore, it'll allow you to track progress and identify areas where improvement is needed.

In short, a solid SaaS sales strategy can make all the difference in meeting your growth goals.


Because it will provide the structure and guidance your team needs to be successful.

For example, imagine taking a scattergun approach to lead generation or using outdated tactics to close deals. Without a strategy in place, your efforts could be haphazard and inefficient.

But with a well-thought-out strategy, you can be sure you're putting in the right effort to reach your goals.

Think of it this way: your sales strategy is your roadmap to success. It gives you the direction and guidance you need to get where you want.

How Do You Create a Sales Strategy?

Now that you understand why having a strategy is important, let's look at how to create one.

Even though there's no one-size-fits-all approach, here are a few key steps you should take to create an effective sales strategy.

1. Understand Your Ideal Customer

The first step to creating a successful sales strategy is understanding your ideal customer.

To do this, you should start by researching your current customer base and gathering information about their needs, preferences, and behaviors.

More specifically, look for:

  • Their demographic information (age, gender, location)
  • Their needs and pain points
  • What solutions they're currently using (if any)
  • Their buying journey (which channels do they use, how long does it take them to make a decision)

By understanding your ideal customer, you'll be able to craft campaigns and pricing plans that are tailored to their needs.

2. Define Your Lead Acquisition Process

Next, you'll need to define how you'll acquire new leads.

This might include setting up a lead generation system that uses SEO, PPC, email marketing, or other tactics.

You should also take the time to research where your ideal customers are spending their time online and consider how your team can engage them in those spaces.

For example, if they're using Twitter, you could create a Twitter campaign to target them. Or, if they're using LinkedIn, you could start creating content that appeals to them and publish it there.

3. Set Your Pricing Plans

The next step is to create pricing plans that make sense for your target customers and attract the right leads.

You'll want to consider the cost of your product and competitors' prices when creating your pricing plans.

It's also essential to consider the different pricing models you could use — subscription, one-time payment, free trial — and decide which will work best for your business.

4. Develop a Lead Nurturing Process

Once you have leads coming in, you'll need to have a process to nurture them and turn them into paying customers.

Your lead nurturing process should focus on providing value and building relationships with leads.

For example, you could send them helpful content, invite them to webinars or events, and offer personalized demos.

You should also use analytics to track and evaluate the effectiveness of your lead nurturing process so you can make improvements if needed.

5. Create a Sales and Onboarding Strategy

Finally, you'll need to develop a strategy for sales and onboarding that meets your customers' needs and ensures a smooth transition from lead to customer.

To do this, you should create a sales process that outlines the steps you'll take to close deals and onboard new customers.

This process should cover everything from the initial contact to the post-sales follow-up. 

It should also include support and onboarding materials to help customers get the most out of their subscriptions.

Your sales strategy should also consider how you'll track leads through the funnel and how you'll measure success.

By following these steps, you can create a sales strategy that’s both tailored to your target customers and helps you achieve your business goals.

Sales Strategy FAQs

Before you build your sales strategy, it's essential to understand the basics. Here are a few commonly asked questions:

What is the difference between B2C and B2B sales strategies?

The main difference between B2C and B2B sales strategies is that B2B sales are typically longer and more complex. 

They require a deeper understanding of customer needs, more targeted marketing and sales tactics, and a more tailored onboarding process.

Of course, there may also be differences in pricing models, lead generation tactics, and the overall customer journey.

What makes a successful sales strategy?

A successful sales strategy meets the needs of your target customers, generates enough leads to reach your business goals, and helps you close deals and onboard customers efficiently. 

It should also have a clearly defined process for tracking leads, measuring success, and improving the strategy.

How do I track the success of my sales strategy?

The best way to track the success of your sales strategy is to use analytics. You should track key metrics such as lead funnel velocity, conversion rate, customer lifetime value, and other relevant data points to measure how your sales strategy is performing.

By monitoring and analyzing these metrics, you can identify areas for improvement and adjust your sales tactics accordingly.


Creating a successful sales strategy in SaaS requires careful planning and an understanding of your target customers. 

You should start by defining your buyer personas, developing a pricing strategy, implementing a lead nurturing process, and creating an effective sales and onboarding strategy. 

Additionally, tracking the success of your sales strategy with analytics is essential for making improvements and reaching your goals. 

By following these steps, you can create a sales strategy that works for your business.


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