Uncovering hidden needs not only helps you close the initial sale, but it positions you as a strategic advisor throughout the customer lifecycle. SaaS companies that go beyond immediate customer needs can anticipate problems and offer proactive solutions. This is especially relevant in a context where 64% of B2B customers , according to Gartner , feel that their vendors do not fully understand the long-term problems they will face.
By identifying these issues early
offer a SaaS solution that not only solves their current problems, but also scales and evolves with them. This helps build romania phone number library a relationship of trust and creates a solid foundation for future expansion within the account, which is vital for growth in the SaaS industry.
How to structure conversations to discover more:
- Explore the context : Ask questions that dig deeper into how their current technology infrastructure works. For example, “How are you handling integrations between your current systems, and how seamless is that process?”
- Follow up on ambiguous responses : If a customer mentions that something is “working fine for now,” ask them, “What do you think could change or what issues might arise if you increase your use of the system in the coming months?”
- Ask about the user team : SaaS solutions are often used by multiple departments. Ask how different teams within the organization are using the software and if they all face the same problems or needs. An example would be: “Do the sales and marketing teams face the same challenges with the tool or do they have different expectations?”
There is a lot to learn in B2B SaaS sales and negotiation. At SquadS we continue to try to improve every day.