How To Optimize Your Outbound SaaS Sales

There are two avenues in SaaS sales that you should know about: Inbound and outbound sales. 

When done right, outbound SaaS sales can be one of the most effective ways to generate revenue. Sales cycles are typically shorter, and you have a more direct way of engaging with prospects.

Outbound SaaS sales come with many unique challenges. This guide explores some of the best tips and tactics you can use to overcome these challenges and maximize your outbound sales success.  

What are Outbound Sales? 

Outbound sales is a sales strategy where you proactively reach out to potential customers and start conversations with them. This differs from inbound sales, which is when customers approach the business first. 

Outbound sales involve identifying prospective customers and initiating contact with them. This could be done via email, phone calls, or even social media. 

Being a good outbound sales rep requires strong communication skills and careful planning. As the prospect’s outbound sales reps reach out to have not shown an interest in the business yet, their job is to generate this interest – which involves a range of different sales skills.

Outbound SaaS Sales: How To Optimize Your Sales

Getting outbound sales right can be a major revenue driver for any business. However, there’s a lot that goes into a successful SaaS outbound sales strategy. Sales reps need to be clued up with all the best practices, tips, and tricks to turn more prospects into paying customers. 

Here are some of the best things to know to improve your outbound SaaS sales success. 

Targeted Prospect Research

Arguably the most important part of any outbound SaaS sales process is performing proper research into your prospects. 

Prioritize research to understand your prospects’ pain points, industry challenges, and specific needs. This will help you tailor your messaging and offer solutions that resonate with them. Outbound sales reps should always try to personalize their approach wherever possible.

Apply Segmentation

Divide your prospect list into segments based on factors such as industry, company size, and job role. This allows you to customize your approach and messages to each segment’s unique requirements.

Again, this helps you personalize your outbound SaaS sales approach – helping you develop more meaningful connections with each prospect.

Personalize Your Outreach

As we’ve already mentioned, this is key in outbound sales for SaaS.

Develop a system of personalized and relevant communication for each prospect. Address their pain points and show how your SaaS solution can solve their specific challenges. Personalization helps establish a genuine connection with the prospect and increases engagement with them.

Compelling Value Proposition

With SaaS outbound sales, you need to hook your prospects straight away by showing them the value of your product.

Clearly display the value your SaaS solution brings to the prospect’s business. Highlight specific benefits, like increased efficiency, cost savings, improved productivity, and competitive advantage. Always remember to highlight benefits over features.

Implement Clear Messaging

Keep your messaging concise and easy to understand. Focus on the most impactful aspects of your SaaS offering, and avoid overwhelming prospects with technical jargon.

Remember, these prospects don’t know you or why you’re reaching out to them, so make sure you keep your communications as straightforward as possible.

Have a Clear Follow-Up Strategy in Place

It takes an average of eight touches to get an initial conversation with a prospect. This means you need to have a solid follow-up strategy in place because your initial outreach probably won’t result in anything. 

Develop a structured follow-up plan to nurture leads over time. Use a mix of email, phone calls, and other communication channels to stay on the prospect’s radar without being overly aggressive.

Consider Social Selling

You could use social media platforms to engage with prospects in a more informal and interactive manner. 

Share relevant content on social media, offer insights, and participate in discussions to build relationships. This can be a great way to build relationships and spread brand awareness without being too obtrusive.

Focus on Your Demo and Trial Offers

When reaching out to prospects, don’t push them to make a purchase. Instead, push them onto a SaaS demo. This makes their buying journey easier.

Prospects will want the opportunity to see your SaaS solution in action through demos or trial periods. Allow them to experience its benefits firsthand before committing to a purchase.

A good product demo is one of the most important steps in any SaaS sales cycle, so make sure you put plenty of focus on optimizing this. Always try to personalize the demo for each prospect to make it more relevant and more engaging. 

Work On Objection Handling

When you perform outbound SaaS sales processes, you’ll be hit with objections by basically every prospect. It’s how you handle these objections that make your sales process successful. 

Anticipate common objections and prepare well-thought-out responses. Address concerns about pricing, implementation, or integration, and showcase how your SaaS solution addresses those issues.

The better you understand your target customers, their pain points, and concerns, the more effectively you’ll be able to handle objections for all of your prospects. 

Use Data

Various powerful sales tools exist to help you identify prospects based on data.

Don’t waste your time cold-calling hundreds of uninterested prospects. Instead, utilize data to understand who your most likely prospects are and how best to reach them. Using data can save you plenty of time and effort while maximizing your outbound SaaS sales success.


There’s a lot to consider when developing your outbound SaaS sales process. The tips above should help you refine this process over time. 

By understanding your target audience, using the right sales tools, and knowing how best to frame your product, outbound sales can be a highly effective tactic for driving SaaS sales

If you’re looking to improve your prospect engagement, consider optimizing your product demos with Saleo. Request a demo today to see how Saleo can improve your outbound sales success. 


Brian Cody

VP of Sales Engineering, Clari

Michael Stanczak

VP of Enterprise Sales, illumin

Ryan Splain

Principal Demo Solutions Engineer, Salesloft