According to a recent survey, sales as a service (SaaS) providers are growing fast (32% per year) and showing no signs of stopping. While that growth is encouraging, not all SaaS providers are created equal. Some providers merely want to turn a profit. Yet, others strive to serve their clients with lasting strategies, attacking development shortfalls. If you’re in the market for development solutions through SaaS, there are a few key qualities to look for in a provider.
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In all my years working in sales as a service, I frequently encounter the same development outreach issues among clients. One of the most common is an inefficient outreach strategy. Whether it’s contacting too often or too little or issues with messaging or data, many development managers find they’re getting stuck on their initial outreach tactics.
If you’re struggling with your outreach cadence, these top tips can help.
Trade show outreach matters.
In our super-connected, digital age, in-person trade show events may seem old-fashioned and passé. Yet, they remain an effective business strategy, with 81% of B2B companies leveraging them to gain and convert leads. Meetings generated from events net an average of $1,294 per participant and the trade show industry generated over $13 billion in revenue in 2017.
These numbers show trade show outreach is alive and well, and something your company should leverage. But, how?