Pre-Call Research for SaaS Sales: A Complete Guide
Prepd
Sales Research
SaaS sales cycles have unique characteristics that require specialized research approaches. From understanding tech stacks to analyzing usage patterns, this guide shows SaaS sellers how to prepare for calls that convert.
1Research Their Current Tech Stack
For SaaS sales, understanding what tools a prospect already uses is critical. Use tools like BuiltWith, Wappalyzer, or Prepd to identify their technology stack. Look for complementary tools that indicate fit, competing solutions, or technology gaps your product fills.
Key Takeaways
- Use tech stack analysis tools
- Identify complementary technologies
- Note competing solutions they use
- Look for technology gaps
2Understand Their Integration Requirements
SaaS products rarely exist in isolation. Research what integrations matter most to this prospect based on their tech stack and workflows. Being able to speak confidently about how you integrate with their existing tools can be a decisive factor.
Key Takeaways
- Map their core workflow tools
- Prepare integration talking points
- Know your API capabilities
- Identify potential integration challenges
3Analyze Their SaaS Metrics (If Available)
For B2B SaaS selling to other SaaS companies, research their metrics if they're public or have been shared in press. Understanding their growth stage, revenue model, and key metrics helps you speak their language and position your solution appropriately.
Key Takeaways
- Research publicly available metrics
- Understand their growth stage
- Note their revenue model
- Identify their key success metrics
4Study Their Competitive Landscape
Know who your prospect competes with and how they differentiate. This context helps you position your product as enabling their competitive advantage. What do they claim to do better than competitors? How can your product help them deliver on that promise?
Key Takeaways
- Identify their main competitors
- Understand their differentiation claims
- Position your product as a competitive enabler
- Note any competitive threats they face
Frequently Asked Questions
Continue Reading
Ready to automate your pre-call research?
Join thousands of sales professionals who save 20+ minutes per call with Prepd.
No credit card required