How to Improve Sales Results with Remote Selling

Over the last 5-7 years, a number of factors have influenced a general trend that Enterprise B2B SaaS products are being bought through a remote selling motion. COVID-19‘s need for social distancing measures is basically the nail in the coffin. Remote Selling is what buyers have generally wanted, and conditioned sellers to respond to. The buyers now dictate how SaaS products are sold.

Sellers are reliant on creating a relationship with the buyer. Buying a software product is not an objective process. It’s an emotional one layered in complex cognitive biases. So how do sellers respond to this inevitability? In my opinion, B2B SaaS companies (actually to be more specific, I”m really talking to Microsoft ISVs, VAR partners, and other resellers) can use remote selling to their strategic advantage.

This deck shares 5 tactics to improve Opportunity Results, and 8 tactics to improve Win Rate; without spending more money, and without doing anything overly strategic (though good strategy should not be ignored!). You can implement these tactics in under two weeks and see leading indicator results within the quarter.

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About TekStack

TekStack gives B2B SaaS companies the CRM system they need to run their business. Increase Sales Efficiency, Keep Customers Forever, Scales Services Capacity, Run a Great Business. All from a single platform. Powered by Microsoft Dynamics 365. Basically, we give your company all the tools to manage leads, create and win opportunities, take care of renewals, invoice, onboard customers, and provide customer support. The whole enchilada.