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Sales funnel is a proven way to move leads through your marketing process and achieve SaaS marketing success. 

 

But it’s not as easy as dropping a few fields into your lead management system, posting a few blog posts, or creating a couple of slide presentations. 

 

Armed with the right information and resources, implementing a sales funnel is straightforward and easy to implement. It just takes some planning and structure. 

 

Getting started can feel like climbing Mt. Everest if you don’t know what you’re doing – but trust us, once you get started it won’t be any challenge at all. 

 

Get ready to take those first steps towards SaaS marketing success with this handy how-to guide on structuring your sales funnel for SaaS marketing success!

 

Step 1: Determine Which Stages of Your Sales Funnel for SaaS Are Most Important

 

There are generally three stages in a sales funnel, although they can vary based on the type of business. 

 

These are:

  • Lead Generation, 
  • Lead Nurturing,
  • Lead Conversion. 

 

There are also some other stages that fall in between these stages, depending on your business model and the way that you structure your funnel. 

 

For example, you might want to include a lead scoring and scoring rule development in between the lead nurturing and lead conversion stages. 

 

You need to choose which stages of the funnel are most important to you, and then structure your funnel accordingly.

 

Step 2: Determine What Content is Relevant to Each Stage – Sales Funnel for SaaS

 

Once you know which stages of the funnel are most important to you, the next step is to determine what content is relevant for each of those stages. 

 

You’ll want to ask yourself questions like: 

  • What is the purpose of the stage? 
  • What are the needs and problems of the people in this stage? 
  • What are they trying to achieve? 

 

Based on these questions, you’ll be able to come up with the right content to fill that stage with the funnel.

 

Check our article about Content Marketing for SaaS: Is content marketing in your SaaS company good enough?

 

Step 3: Decide What Actions Are Most Relevant to Each Piece of Content – Sales Funnel for SaaS

 

Every stage of your funnel should have a call to action. 

 

It’s important that you select the right action for each stage of your funnel. 

 

For example, if your lead generation stage is an Instagram influencer marketing campaign that is generating a ton of leads, then the call to action in that stage should be to encourage people to download your lead magnet in exchange for their contact details. 

 

For each stage of your funnel, you need to ask yourself the following questions: 

  • What is the purpose of this stage? 
  • What are the needs and problems of the people in this stage? 
  • What are they trying to achieve? 
  • What is the best call to action for this stage? 
  • What is the best action that people can take at this stage that will move them closer to the next stage of the funnel?

 

Step 4: Determine Which Events Should Trigger a Behavior in Each Stage

 

Each stage of your funnel should be triggered by an event. 

 

That event should be relevant to this stage of the funnel and should be something that happens or is done by the person in that stage. 

 

For example, the event that causes people to move from the lead generation stage to the lead nurturing stage could be the downloading of a lead magnet. 

 

The event could be the viewing of a certain video, or the attending of a webinar. It could be the completion of a quiz. Or it could be the filling out of a form.

 

Step 5: Ask Yourself These Questions

  • What is the purpose of this stage? What are the needs and problems of the people in this stage? What are they trying to achieve?
  • What is the best call to action for this stage? What is the best action that people can take at this stage that will move them closer to the next stage of the funnel?
  • What is the event that causes people to move from this stage to the next stage?
  • Does this event trigger a behavior in this stage, and if so, what behavior?
  • What content is relevant to this stage?
  • What is the best way to deliver this content? 

 

Now all you have to do is put your plan into action.

 

Sales Funnel for SaaS Marketing Success – Conclusion

 

Ready to start building your sales funnel? 

 

First, you will want to determine which stages of your funnel are most important to you, and then you will want to figure out what content is relevant for each of those stages. 

 

Next, you will want to decide what actions are most relevant to each piece of content, and then you will want to determine which events should trigger a behavior in each stage. 

 

Finally, you will want to ask yourself these questions so that you can put your plan into action!

 

Use Databox – build dashboards and track performance from everywhere 

 

Krystian Żygało

8+ years of experience in team management, including 4+ years as CEO at 0101marketing: Digital Marketing Agency. 34+ companies from the IT & Software industry used my help in creating an offer and received a return on investment. I specialize in managing marketing projects for IT & Software companies.