Although SaaS companies have their own sales process, few sales use it; because most SaaS sales are led by the buyer process, that is, the customer's procurement process. Because there is no dedicated SaaS sales/purchase process, customers use the software procurement process instead of the SaaS procurement process. In order to avoid making the wrong purchase, the evaluation process of the software procurement process is extremely complex, which is a rare complex process in the procurement field. Of course, it will be time-consuming and laborious, and it is common to spend half a year or even a few months. The sales cycle of large SaaS customers telemarketing list is too long because the sales method of large SaaS customers is wrong. 5. The needs of major customers are not complex, but standardized Small customers are used to doing it, and they will always feel that the needs of large customers are extremely complex.
In fact, it is one of the biggest misunderstandings about large customers that they have complex needs. The business complexity of an industry is determined by the business of the industry and has nothing to do with the size of the customer. The reason why we feel that the needs of large customers are complicated is actually because the business of large customers is more standardized. On the contrary, it is not that the business needs of small enterprises are simple, but that small customers are more likely to be fooled. Looking at Chinese and foreign software or SaaS, it is difficult to find a company that is successful as a small customer. In comparing the scale of foreign customers, there is also a misunderstanding: small foreign companies are no worse than large domestic companies in terms of business standardization. The conditions for enterprises to implement business digitalization do not lie in the size of the enterprise, but in the standardization of the business.