When it comes to growing your SaaS company, one of the most important aspects you need to pay attention to is the sales process.

However, attracting new customers and closing deals with a SaaS product are often much different than in other industries.

In fact, it is more crucial than ever to know your target buyer and how your SaaS product suits their needs.

Some folks get so caught up in developing features or tweaking the tiny things that they skip a good, hard look at how customers actually discover and interact with their offering. It’s sort of like putting all your energy into making the world’s best ice cream but forgetting to put up any signage or tell anyone you exist. Honestly, mapping out the journey—from prospect to demo to conversion—can reveal weak spots you’d never notice from inside the product bubble.

But not all SaaS sales process actions allow you to make money. That’s why it is so important to analyze your company’s flow and determine areas where you can increase attention and points that can be almost eliminated.

One thing that sometimes gets overlooked is how much the SaaS market shifts, even in just a matter of months. What worked for lead gen or onboarding last spring may already feel a bit stale to a new cohort of buyers this fall—the landscape just moves that fast. If you’re not checking in regularly, things can slip into autopilot and you might not realize your process has become, well, a little outdated or clunky. Sometimes a minor update or reordering of your touchpoints can nudge conversions up, and honestly, it’s usually less hassle than you’d expect.

Keep reading to learn whether or not you’re really making money with your SaaS sales process.

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