Strategies for Removing Sales Blockers in Enterprise SaaS Sales

Enterprise Account Executives face multiple blockers every day that prevent them from reaching their MRR/ARR target. These blockers are related to budget, decision time, and risks for the buyer. These 3 core blockers have become more important recently because of the economic downturn represented by e.g. dropping SaaS valuations due to lower multiples and mass tech-layoffs. Aside from that it is further strengthened by high inflation levels. In this article, we will explore effective strategies for identifying and resolving sales blockers in enterprise SaaS sales.

Strategies for Streamlining the Buyer Decision-Making Process: Addressing Time related challenges such as Decision-Making, Integration, and Maintenance.

For decision makers, time-related challenges are the biggest obstacles they face when making purchasing decisions. This is especially true when they need to work with other teams such as IT, legal, or leadership to integrate or finalize decisions.

Overcoming Time-Related Challenges in the Buyer Decision-Making Process: Strategies for Quicker Sales Cycles

One of the biggest time-related challenges that buyers face is the length of time it takes to make a decision. This can be due to a variety of reasons, including the need for multiple approvals, a lack of consensus among decision-makers, an eager procurement team, or simply a lack of priorities. The longer it takes to make a decision, the more likely it is that the buyer will lose interest, deprioritize their project, or find an alternative solution.

Quicken the sales cycle by identifying key decision-makers, setting clear timelines and milestones, and providing all necessary information upfront. Think about sharing the full sales process upfront and plan meetings accordingly so you provide the buyers with deadlines throughout the entire process.

Overcoming Integration Challenges in Purchasing Decisions: Prioritizing Collaboration and Early Involvement of IT Teams.

Another time-related challenge that buyers face is the length of time it takes to integrate a new solution into their existing system. This can be a major roadblock, especially for complex or customized solutions.

To solve this it is important to prioritize integration from the outset. This can be done by involving IT or tech teams early in the process, identifying potential roadblocks upfront, and working collaboratively to find solutions.

Addressing Maintenance Challenges in Purchasing Decisions: Selling Cloud-Based and Automated Solutions

Finally, buyers may be hesitant to invest in a solution that requires substantial maintenance time. If the solution requires constant upkeep, it can be a drain on time and resources, which can ultimately impact the bottom line.

This is more of a product challenge than a sales challenge but it helps to sell cloud-based solutions or those with built-in automation features. Doing so, reduces the amount of time and resources required to maintain the solution.

Mitigating Risk in Business Purchasing Decisions: Strategies for Addressing KPIs, Legal Compliance, and Solution Adoption

Buyers are always trying not to make the wrong choice. It's well known that buyers will always choose a solution that doesn't get them fired. So, how can Account Executives remove the risks associated with decision-making? The answer is simple: understanding their risks and concerns.

Understanding Buyer KPIs to Mitigate Risk in Purchasing Decisions: Ensuring Solutions Align with Job Security Goals

To remove risk for the decision maker, it is essential to understand their specific concerns and KPIs. A solution should never undermine the targets they need to achieve to maintain job security. If you understand your buyers’ KPIs, you are better able to help them see how your solution helps achieve their KPIs. This will provide buyers with the confidence they need to make informed purchasing decisions.

Mitigating Legal Risks and Compliance Challenges in Business Purchasing Decisions: Addressing Regulation and Documentation.

Businesses face legal risks and compliance challenges when making purchasing decisions. If there is a chance the solution you are selling does not comply with industry regulations or legal requirements, buyers will refrain from making a purchase decision. Their decision can lead to significant penalties, lawsuits, and damage to the buyer's reputation/job security.

To remove risk for the decision maker, it is essential to address how your solution does 100% comply with all regulations and legal requirements. If there is any doubt in your buyer's mind, make sure you have the right documentation to convince them as well as their legal team.

Mitigating Risk in the Adoption of New Solutions: Addressing User Experience, Implementation, and Training Requirements

Everyone simply wants to be liked. As decision makers are responsible for the choice of a new solution, they also face the risk of any annoyance among team members, users, and their boss due to a solution. Introducing new technologies or processes can disrupt workflows, require additional training, and create resistance among employees.

To remove risk for the decision maker, it is important to understand the user experience, ease of implementation, training requirements, and the impact on existing processes. By addressing these concerns account executives can gain buy-in from all stakeholders and ensure successful implementation of the solution without causing unnecessary annoyance or disruption.

Understanding Budgetary Challenges in the Current Economic Climate

Businesses are looking for ways to cut costs and increase revenue. Software that saves or makes money stands out today. However, sticker shock or large financial decisions can be a blocker for businesses that are looking to implement your solution.

Maximizing Cost Savings: How Money-Saving Software is Prioritized in Today's Economic Climate

Cost saving has become more and more important. While we see this pop-up in the form of news articles focussing on the mass tech-layoffs, we also see this on the software side where software that directly (as opposed to indirectly) saves or makes money has become more essential. If your offering helps automate tasks, improves productivity, and reduces costs, really try to focus on these topics. Focus on how fast ROI can be achieved. Stress how investing in software that streamlines operations and improves efficiency can help businesses tackle immediate economic challenges.

Overcoming Sticker Shock: Move towards Land-and-Expand and Other Strategies to Make Purchasing Easier for Buyers

Sticker shock (the initial surprise and discomfort with the price of your solution), can be a significant blocker for buyers. Even if your solution is well worth it. In many cases, buyers prefer lower upfront costs and are more willing to accept costs growing over time. This is especially true for high-ticket items or long-term contracts.

To address sticker shock, sellers can consider moving to a land-and-expand business model instead of high upfront investments. You can also focus on making purchasing easier by offering different payment plans better suited to the buyer. Discuss options with your finance team to get a good idea of what would be suited to your offering. You could potentially skip dealing with procurement if you allow credit card payments over invoicing for example. Another way would simply be breaking down costs into smaller, more manageable amounts.

Smarter Decision-Making: The Power of Breaking Up Big Decisions into Smaller Ones

Similar to breaking up costs into smaller chunks, breaking up big decisions into smaller ones can be an effective way to avoid decision fatigue and analysis paralysis. When faced with a complex decision, it's easier for the decision maker to become overwhelmed and unsure of which direction to take. By breaking the decision into smaller pieces, you can approach it in a more manageable way. This allows you to focus on each piece individually, and make decisions based on specific criteria. Additionally, breaking up the decision process can help to build momentum through leveraging the Yes Train and prevent procrastination. Rather than delaying the decision until everything is perfectly clear, you can make progress by taking small steps towards the overall goal.

Breaking up the big yes or no into smaller decision moments should be an essential part of the purchasing process outline you provide at the beginning of the process. It can also help you frame decisions in favor of your solution if you know who you are being compared to.

Concluding on Effective Strategies for Resolving Sales Blockers in Enterprise SaaS Sales

The SaaS enterprise sales process faces numerous challenges that can prevent account executives from reaching their targets. Among these challenges, three core blockers include decision time, risks for the decision maker, and budget. These blockers have become more important due to the economic downturn, dropping SaaS valuations, and high inflation levels. To overcome these challenges, account executives need to focus on:

Decision time

• Set clear timelines and milestones upfront

• Prioritize fast tech integration

• Reduce solution maintenance time

Risks for the decision maker

• Align the solution benefits with the decision makers KPIs

• Be ready to prove your solution is 100% legal

• Address ease of use and user training

Budgetary challenges

• Focus on positive financial results (ROI!)

• Remove sticker shock

• Break up big decisions