SaaS small businesses are once again facing difficult macroeconomic conditions. As the specter of a recession approaches, small business owners must take steps to ensure they are connecting with their customers and future-proofing their businesses.
Achieving this goal is easier said than done. However, technology has improved enough to allow SMB owners to use tools that were once only available to businesses. Here are 5 tools to ensure your business is recession-proof.
Create interactive product demos
Customers have become accustomed to experiencing free trials before purchasing a product. However, it can be difficult to offer customers a free trial. What if your product is developing rapidly? Or what if your product’s features are still being tested, resulting in unstable demo environments?
Product demos are difficult to conduct because they rely on live data and potentially unstable environments. If your product breaks during a demo, you can rest assured that you will not receive a recall. The solution is to create a sandbox that highlights your product’s best features. The advantages of such a solution are immense.
Your sales team can rely on a product demo that never interrupts or strains existing infrastructure. The result is faster onboarding of prospects. You can even invite prospects into presentations to explore the platform and provide feedback. The result is faster development and customer focus.
Your marketing team can create an interactive product demo on your website, allowing prospects to explore features at their own pace. Since the demo lives separately from the existing infrastructure, updating the demo does not burden your resources.
You can improve the customer experience by creating tutorials and explainer videos that provide customers with an easy way to troubleshoot problems and answer their questions. These demos also come in handy when training new employees and customer service representatives. The result is a safe and memorable customer experience that keeps prospects coming back for more.
walnut enables sales teams to quickly create personalized demos that convert. Being able to customize this allows sales teams to tailor experiences to each individual lead. This platform provides sales teams with all the tools they need without requiring the help of back-end teams. These demos can also be embedded into company websites and their click monitoring technology tracks important stats for the sales team to monitor.
Invest in Account Based Marketing (ABM)
If you’re in B2B, chances are you’ve experienced long sales cycles and complex marketing paths. What if there was a way to increase marketing ROI by targeting the most profitable prospects for your product?
Account-based marketing, or ABM, is a great way to isolate your most profitable prospects and target them with highly insightful sales pitches. The problem is that getting to know your prospect is difficult. You need to collect a lot of data and figure out how to target a potential customer.
Technology has made running ABM campaigns much easier. Most modern platforms help you use ML and AI algorithms to spot trends in customer behavior. They help you use existing customer data, for example to identify similar prospects who are a great match for your product.
You also need to consider website visitor data such as demographics, job profile, and industry. Integrate this information into your ABM platform to present prospects with a personalized landing page, increase engagement and generate more sales.
A good ABM platform will also provide you with a database of key contacts within your industry. Your sales team will spend less time chasing the wrong customers. Your marketing team can run highly profitable cross-channel campaigns targeting your ideal customers. Make sure your reports link marketing spend to business goals. This allows you to justify spending and measure ROI.
RollWorks simplifies B2B ABM campaigns by aligning sales and marketing activities. The platform uses ML algorithms to identify potential trends that your sales and marketing team can quickly leverage to create memorable campaigns.
Simplify product development
Product owners face great challenges when leading small teams. Not only do team members work on multiple tasks at the same time, but product owners have to step in themselves and wear different hats. Small business product owners need all the help they can get, and automating product roadmaps and feedback is the best way to reduce their workload.
One of the problems is creating views across different work philosophies. For example, a kanban board looks different than a scrum sprint schedule. Choose a platform that allows you to easily switch between these views.
Be sure to get feedback from your developers on product development paths. This aligns the team towards a common goal. The most important factor in setting development goals are customer needs. Gather data on customer usage and the issues they are having with your product.
Communicate these goals to your team and prioritize solving these problems. Use treemaps to organize these goals.
chisel simplifies these tasks thanks to a highly intuitive platform that provides product owners with all the information they need. Your Product Owners can quickly integrate market feedback or trends by creating a goal and connecting upcoming features to fill the need. Release management is also easy with Chisel, eliminating much of the manual work product owners have to do in these times.
Aim for faster sales reach
Sales reach is essential to building a robust business. As you gather data about your customers, you need to use that knowledge to better engage with them. Distribution platforms today go beyond hosting huge databases of contacts. Choose a platform that helps you align sales and marketing.
For example, you need to be able to run demand-generating campaigns from the platform and seamlessly tie all contact information together. A good sales platform must also integrate seamlessly with your CRM to provide a consistent picture of prospects.
It’s also a good idea to integrate customizable web forms that collect different information depending on the prospect. Link these records to your outreach platform and CRM to give you a holistic view of your prospects and customers. As you collect more data, you have the opportunity to build customer loyalty that will help your business through tough times.
ZoomInfo is a well-known tool that many B2B companies use regularly. It has one of the most comprehensive contact databases out there. However, the platform offers more features than a contact database. Integrating ZoomInfo with your CRM is seamless, giving you a platform that automates most of the tedious work associated with sales and marketing activities.
You can import interactions into Salesforce to keep track of your pipeline, helping you engage in relevant conversations with prospects and increase sales.
Capture real-time chat insights
Chatbots are a great way to encourage interactions with your prospects and customers. Thanks to the level of customization that most solutions offer, you can create unforgettable journeys and automate customer interaction. The result is less stress on your customer service teams, which means more time is spent resolving high-priority customer queries.
You can also close sales faster by automating most workflows. Create multi-step workflows with your sales reps and seamlessly reduce their workload. Most chatbots come with built-in analytics and data tracking to give you insights into potential customer needs. You can integrate these insights into customer service workflows to quickly address customer needs.
ProProfsThe chatbot solution gives your business the ability to interact with existing customers and collect highly relevant prospect data.
Many solutions to a recession
SaaS SMBs face tough times. However, technology is improving by leaps and bounds, offering you many solutions to build a dedicated customer base and build your pipeline.