Operating in the office coffee vending space, it's vital for us to demonstrate the value our products will bring to the workplace up front. A few years back, we started customizing all our proposals for the prospect's office environment and coffee culture, rather than sending a standard product pitch and brochure for different vending machines. Internally called the 'Office Impact' pitch, we looked at publicly available information like the organization size, estimated the average pantry or beverage costs and calculated the average time an employee might spend to step out for coffee or go to the cafeteria. By clearly showing the savings in time and money an organization can enjoy with our coffee machines, we were able to elicit a much stronger engagement. For example, when you clearly say that your 300-person workforce can save 22 hours of collective weekly time using a vending machine, it hits home very differently as opposed to saying 'save time'. Within six months of adopting this approach, our new-business win rate rose by nearly 9%, the average deal size grew by 12%, and we have made this impact survey a very prominent feature of our pitches ever since.
Founder & Community Manager at PRpackage.com - PR Package Gifting Platform
Answered 3 months ago
We ran used to run a SaaS for UGC creators (UGCcreator.com) and hit friction converting free users. To fix it, I built a newsletter funnel that captured creator and brand contact first. So Instead of pushing product demos, we nurtured both sides with weekly job listings and PR package updates, ranking for keywords like "PR packages" and "PR package" on our newsletter, prpackages.io Once leads engaged through our newsletter, my sales team manually filtered high-fit users and pitched the SaaS backend offer. This cut cold outreach time by 90% and tripled conversions. The key was selling through value and usage before contact. It's now our main acquisition channel, consistently adding 1k+ leads monthly from organic traffic alone. And the best part is, because it's built on beehiiv, we actually earn 1-2k MRR passive The newsletter alone has been so profitable, we decided to focus on growing our audience entirely first then finding the perfect SaaS fit again, sometimes it's less getting the buyers for the SaaS but more about the building what the audience needs.
Being in B2B sales for more than 10 years and running several GTM motions as a solo-sales guy, that once led to a 0 to $1.5M ARR in 9 months - in previous years I can say that one there is one very strong actionable strategy that consistently generate higher win rates - it's networking-led outbound + native content. You have to spend some time publishing high quality content in your niche/vertical that will generate interest to your product, and also will generate trust to you personally and your company. Having ability to warm up audience with webinars, demos, videos, lead magnets of different sort - especially on Linkedin, but not only - it can be any other platform that your ICP uses consistently. That said warming up helps a lot with pipeline velocity. THe second tip that I would mention is mastering objections, because during sales calls people miss that having understanding of prospects pains and needs is THE most important skill, it gives super advantage because you know what prospect really wants. So instead of pushing your solution and being salesy, you should more be asking questions about their needs and pains. Once understood you will increase win rates dramatically.