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Why Your SaaS Deals Are Falling Through

The typical B2B SaaS sales process involves 3-6 calls with 2-3 weeks between each. This gap allows competitors to steal the narrative and prospects to lose interest. This loss of narrative control is why deals fail. You aren't reminding them of your value enough.

The 4 Levers to Win More Deals

This video introduces a 4-lever system to keep prospects engaged:

1. Tech Sales Process Optimization

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Planting Seeds: Proactively address competitor selling points and frame them as negatives. For example, explain that your longer turnaround time ensures senior-level oversight and quality control.

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Proactive Follow-Up: Have your sales team send valuable assets and industry updates every 7-10 days.

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BAMFAM (Book a Meeting From a Meeting): When a prospect needs to consult their board, ask for a timeline and book a follow-up meeting to maintain control.

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Agree on Timeframes: In your first interaction, agree on a realistic timeframe for a decision.

2. Content Retargeting

Nurture prospects with targeted content at every stage of the sales funnel, using four content axes: 1st order (immediate problem), 2nd order (consequences), objection handling, and expectation setting.

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Pre-Call 1: Run ads with content from all four axes to a custom audience of those who booked a call.

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Call 2: Shift to content focused on education, authority, and social proof, including case studies and deeper objection handling.

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Call 3+: Focus entirely on authority, social proof, and maintaining narrative control with podcasts, videos, and interviews.

3. Social Omnipresence

Be everywhere your prospects are online to build a positive impression. Your content should be a mix of informative, authority-based, social proof, and actionable guides.

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Instagram: Post 30 content pieces a month. Turn successful organic posts into trial reels with a CTA for a resource. Use ManyChat to automate and have your sales team qualify leads from DMs.

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YouTube: Post 20 videos across the four content axes and get placed on podcasts. Use these in your retargeting ads.

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Reddit: Use a VA and a Reddit marketing tool to find relevant subreddits, answer questions, and plug your product where appropriate.

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SEO: Create 30 blog posts, including competitor comparisons and tutorials. Internally link them and invest in high-quality backlinks.

4. Email Nurture (saas marketing)

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Sub-sequences: Create 5-6 email sequences for common objection buckets, triggered by tags you place on prospects.

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Frequency: Send 3 value-based emails a week to nurture prospects and break common belief patterns