Even though people might not stop to think about it, currently it is almost impossible for someone not to consume some kind of software or service online in their day today. In addition to e-mail, drives, and forms accessed by users in general, companies have also benefited from SaaS applications.
These services have become so popular that today most professionals share files of all kinds, use tools for collaborative editing, store folders, and documents in the cloud.
However, the fact is that many companies do not know how these SaaS applications can result in a significant increase in sales.
And you, understand how this software can positively impact your billing? Follow the post and check it out!
What are SaaS applications?
Before we continue, let’s clarify that Software as a Service is a model of cloud computing. It offers certain online services that previously could only be used if the user installed some program in his own computer.
Let’s exemplify: to elaborate a document, in the past, the user would need a text editor (like Word). Today, the situation is different because he can access the internet, open a Google Docs and write what he plans. This is a SaaS application.
How do Saas applications help increase sales?
Let’s then target this post: show how these applications help the company sell more.
Unlike a program installed on the machine (or even on a network), online software can be accessed through any mobile device.
Therefore, a salesperson who is in a meeting with the customer can have access to all of their purchase history, market indicators and company information in real time during the negotiation process.
From this highly updated data, it can guide its proposal in the best way, guaranteeing the satisfaction of the conditions desired by the client, but without giving up the needs and interests of the company.
If you think that 96% of Brazilian companies are small and medium-sized, you will understand that most of them do not have such a large budget to spend on highly complex systems.
As a result, many are using only basic IT resources, which can result in low sales volume. Simple systems are cheap but have limited capabilities.
Obsolete and outdated worksheets require the allocation of office staff for drawing up charts and reports. Thus, the human resources (dearest in Brazil) perform bureaucratic and repetitive tasks, instead of selling.
SaaS is an alternative to changing that reality. The company will not pay dearly for the programs and licenses, and the cost of the development will be diluted according to the number of users.
That way, even a small business can count on highly complex software that will have all the necessary resources so the sales force can do its job effectively.
The automation of bureaucratic tasks also allows employees to actually spend their time with prospecting and sales, not to produce documents and reports.
Once again, SaaS democratizes a resource and enables it to be hired by small and medium businesses – Business Intelligence as a Service (SaaS BI).
With this model, the manager can rely on business intelligence tools hosted in the cloud, which can be accessed through a secure internet connection.
Payment for this type of service is by subscription or pay per use. In this way, it is possible to reduce the costs of this service when compared to the purchase of traditional software, which requires acquisition investment and other maintenance fees.
And how BI can help increase your company’s sales? This tool allows you to:
Accurately identify your audience
Understanding who your target audience, your wants, characteristics, and needs are key. This knowledge allows you to approach it accurately by presenting your products and services, increasing your chances of conversion.
Anticipate market trends
BI tools show the manager what the market trends are. From these data, it can prepare to tailor its products to the needs of the target audience, creating a unique opportunity to stand out from the competition.
Better manage sales and marketing actions
Business Intelligence allows the manager to manage sales accurately. The tool helps you track which items are slow-moving, stock levels, outliers, and product promotions.
In this way, it is possible to react to market variations quickly and accurately, boosting sales. This kind of vision prevents losses with products stranded in stock and increases the profitability of the business.
Access to metrics
A sales or marketing department can not base its action solely on the intuition, the feeling or the perception of its collaborators.
Metrics are critical for analyzing actions objectively, identifying what works for the business, and investing time, money, and effort into those that deliver the desired result.
The point is that when a company uses simple controls like the spreadsheets in an Office suite, it is unlikely that its managers will calculate these metrics.
Besides the work of keeping all these controls updated (since there is no synchrony between them), in the rush of business routine hardly any of the managers or employees will perform these calculations.
That’s where the danger lies: the company goes on autopilot and even if it identifies something wrong, it has no data to help it identify the problem and fix it.
SaaS applications allow you to change this scenario. With data from the company’s normal operations, they can provide the metrics and indicators needed to analyze the situation, which points to the need for change.
We can think of simple examples:
a LifeTime Value low shows that you need to take action to retain customers;
low conversion rates point out that it is important to train the sales team to be more successful in the approaches;
a virtual commerce with a drop in the average ticket of the customer needs to start using cross-selling and up-selling strategies.
These are just a few situations that show how important it is to analyze metrics. SaaS applications make it easier to obtain these indicators, creating an adequate allowance for managers’ decisions.
Today, there are SaaS applications developed to help the sales team: online or face-to-face sales presentations, sales funnel tracking, apps to structure procedures, e-mail sequences, phone calls or other activities …
So there are a number of tools to help your sales force deploy actions, track their results, and measure the effectiveness of initiatives-all they need to improve performance.
Understanding how SaaS applications can deliver better sales results? Want to read more content like this? Enter your e-mail and receive our newsletter with the information you should not miss a first hand. Enjoy!