9 ways most people generate leads for their SaaS sales teams

Here are some ideas I have used, my clients have used and friends have used that work to generate leads for SaaS sales teams:

1) For clients we’ve used Google AdWords very heavily to drive people straight to feature-specific and industry-specific landing pages with a call to action for a demo of the software to get people on the phone with sales

2) We’ve retargeted website visitors to case study pages with a call to action for a demo

3) If you have an integration with a large SaaS company you can try and get your app listed on their marketplace (eg: we had 1 client heavily integrated with Xero and they listed on the Xero marketplace)

4) Contacting influencers in your space who have a big audience and doing an educational co-webinar with them, with a call to action at the end for a demo of your software

5) I have a friend who used to work at Infusionsoft who used FB lead ads to drive people to a lead magnet (eg: case studies for specific verticals) and then use marketing automation emails to nurture the lead into requesting a demo of their software

6) Smart SEO… looking at your highest converting keywords inside AdWords and then creating an SEO strategy around also getting those keywords to rank organically. Or if you don’t run AdWords look at your Search Queries report in Google Search Console to see what keywords are getting clicks to your website, but are on page 2 and need a boost to page 1 (can achieve fast results if your website already has a high domain authority compared to your competitors)

7) Use a lead list tool like BuiltWith to build a list of decision makers at ideal target companies that use your competitors software (or a combination of tech tools you know that would make them an ideal prospect for your SaaS) and build an outbound email campaign to get them on a call with your sales team

8) Take the lead list you generated above and upload the email addresses of decision makers into a Facebook Custom Audience, then create a lookalike audience from that custom audience to target your ads at even more qualified prospects (start at a 1% lookalike audience, then scale up as you see results)

9) Use the “powered by tactic”. A fraction of these visitors will click on it and arrive on your homepage where some will request a demo. It has been shown to lead to a viral coefficient k > 0.4, meaning that every 10 users acquired will generate 4 extras users.

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To see a full list of growth hacks used by the world’s fastest growing SaaS companies, download my growth hacks spreadsheet here