Edge Logo

Mistakes salespeople need to avoid while prospecting SaaS customers

2 min read

If you think selling SaaS products is an uphill task, you are not alone. For the record, selling something that is not tangible is a different ball game that calls for a whole new set of rules and a hell lot of practice. SaaS sales entails selling a software that customers can access from a particular online website or portal.

SaaS products have a complex tech architecture and warrants a thorough understanding of the nuances and intricate tech details of the software, by the salesperson to help him sell the service without any shortcomings. SaaS software tends to be highly customizable too in terms of features and sales reps need to have that panache and upfront education to handle customer negotiations about which product features will help their business.

While that is a really a tough task at hand, the fact that the sales cycle of a SaaS product stretches from weeks to months, is itself a harrowing affair for a sales rep.

All said, no matter what sales roadmap you build, how great your product is, how much you boast of your customer service, you won’t be able to crack a SaaS deal unless you stay clear of this mistakes.

  1. Stretching the free trial: Who doesn’t love to get a free service that stretches for a couple of months or more? Everybody! Most B2B sales startups make the colossal mistake of going overboard with free trail packages. While a 15-30 days trial package seems normal, some companies extend that to 60-90 days, thus stretching the sales cycle unnecessarily. Longer the trial period, more difficult will it be for the sales rep to close the deal. Companies should therefore keep a tab on the length of the free trial package and make sure that sales reps communicate with the prospects during that free trial period, not when it’s over.
  2. Dangling the discount carrot at the start: Some SaaS startups lack the confidence to accept that their product is better and don’t need a discount to get accepted by customers. In order to obtain more customers for their product, they start dangling the discount carrot well before the customer has taken a trial of the product. That’s where things go downhill. Customers think that your product is not worth it, or you are trying to hoodwink them, when they hear of a discount. So, in order to maintain a strong foothold in the market, it is advisable to stay away from the discount trap. Instead you an offer two months free service for a two-year contract.
  3. Overlooking the credibility of the product: A common misconception of SaaS start-up companies is that customers are happy with their product and that their product will sell no matter what the market weather or customer is. Truth is, any amount of marketing won’t sell your product if you don’t accept the infirmities in the software and focus on exaggerating a few bells and whistles in it. Remember, if you can’t back your marketing efforts with a credible and efficient product that can solve people’s problems, then your product won’t sell. Apple products sell not only because of their shrewd and effective marketing strategy, but that their products are top ones.
  4. Purchasing leads without verifying: Most sales reps don’t want to take the grind of scouring for leads from various sources to sell their SaaS products. They resort to blatant lead purchase from unverified sources. The result is, you have a ton of leads that are outdated or overworked. Most of them have purchased SaaS products from other companies and the rest are tired of repeated calls from SaaS companies. That is why the prospecting rate is dismal at the end.
  5. Ignoring customer retention: Remember an old customer is more valuable than chasing a new lead. Customers that have purchased from you before have a 60% chance that they will buy from you again. Since former customers have a full-blown experience about your product and know the value and quality your products bring to the table, it would be a piece of cake for you to sell your SaaS products to them. So, never ignore your old customers.
Sumit Mondal Content Analyst at Square Yards.
Sumit Mondal Content Analyst at Square Yards.

Brought to you by


Square Yards is the leading platform for home buyers across 10 countries. Our cutting-edge technology empowers consumers with credible data, inspiration and knowledge, while connecting them with in-house experts who hand hold them from the start of their home search till property handover.

We serve the full lifecycle of owning and living in a home: research, due diligence, selling, financing and more. It begins with Square Yards’ deep relationship with over 500 top developers and our home loan company Square Capital’s partnership with over 90 banks and NBFCs. A team of 2,800 experts power our award-winning services which have delighted more than 35,000 customers already.

Square Yards started its journey in 2014 and is headquartered in Gurugram, India.

  • Proven Capability

    We understand that every sale is unique, as we ourselves have completed over 35,000 primary real estate and mortgage transactions. Every transaction thus, has given us new insights and fresh perspectives into software design. Edge is essentially all that experience, at your fingertips.

  • Ready For All Team Sizes

    Huddle your team around a platform that works the way you want it to. Our own sales team of 2,800 people spread over 30 cities across 10 countries swear by our tech. Time you gave your team the same ‘edge’.

  • Developed With Scale In Mind

    The best businesses thrive with tech that doesn’t balk under pressure. For us, the system handles 1.5 Million digital leads every month! That translates to that 18 Million connected and tracked calls on our mobile app, leading to 540,000 OTP verified meetings and site visits. Need more power