3 ways to optimize SaaS sales in a downturn – TechCrunch

My first month with a sales quota was September 2008 — not the best month for a 21-year-old to start his career by cold calling strangers and convincing them to buy a $10,000 piece of software. The economy was in freefall, with companies cutting their workforces across the country and budgets frozen.

I did well, despite every odds. It was enough to be the best global salesperson (outside of close to 1,000) and break the 10-year record in sales for the most sales in a single calendar year. How? What is the best way to do it? sell. One that works regardless of whether we’re in a bear or bull market.

There’s tremendous opportunity in a recession for growing revenue. You must first fundamentally alter your approach to sales.

Here are some quick tips to help founders and salespeople keep SAAS revenues growing in these difficult economic times.

Your sales pitch should be adapted to the market.

Capital is often cheap and growth is what investors and executives want. Capital has never been more affordable in the last decade.

However, all that has changed. Today companies cannot spend more money than they make. That means that your old sales pitch of “We can help you grow faster than ever!” must change, too. The new message that will resonate is, “Let’s get more out of your existing resources!”