Difficulties of B2B SaaS Lead Generation (And How to Overcome)

SaaS marketers in the modern era take up various lead generation efforts to make their SaaS business stand apart from the crowd. B2B lead generation is crucial to kickstart and accelerate demand generation for any SaaS company. Assessing the most prominent SaaS marketing challenges will help you consistently generate leads by overcoming them.

This article takes you through the 10 B2B SaaS Lead Generation Difficulties and discusses some proven lead nurturing methods to overcome the major challenges. The SaaS marketing methodology helps you take your customers rapidly through the sales funnel.

The difficulties and solutions will inspire you to work effectively for converting leads and take the success of your SaaS companies to new heights. Let’s deep dive into the SaaS lead generation challenges and effective ways to overcome them:

1. Developing Target-Driven Lead Generation Strategy

SaaS companies must work out meaningful and target-oriented lead generation strategies. Effective SaaS marketing requires a multi-dimensional approach to leveraging multiple digital marketing methods to generate leads.

Any SaaS company’s critical marketing team members need to brainstorm to design and execute marketing campaigns at various stages. The marketing efforts should focus on presenting the SaaS solutions to the right audience as the best ways to solve their problems.

2. Defining Ideal Buyer Personas for SaaS Companies

The marketing teams must precisely anticipate the buyer’s journey to attract new customers. While developing a winning lead generation strategy for any SaaS business, the first and foremost activity is determining the ideal buyer persona.

SaaS marketers should consider the following aspects to define the buyer persona:

  • What problems does your SaaS product solve?
  • Who faces those problems in their daily operations?
  • What is the ideal demography of your potential leads?
  • Is the pricing you have worked out competitive considering the target audience?
  • What USP the SaaS market expects, and does your product have that?


3. Finding and Managing High-Quality Leads

Even the sales teams of established companies may face this as the first challenge – finding and nurturing qualified leads. A SaaS vendor must develop a mechanism to acquire leads from various sales cycle stages. Have a constant check on your follow-ups, even for lower-value customers.

The key factor here is to inspire prospects to work with you by considering their expectations from your SaaS product. At the same time, your lead management should be so effective in all respects that you don’t lose a prospect just for not answering their queries in time.

4. Result-Oriented Inbound Marketing Plan

Inbound marketing is the process of building intent-driven content or experiences creatively and specifically tailored for your target audience. SaaS companies must develop an effective marketing strategy to attract inbound leads through their intent-driven content in various forms.

A sales qualified lead must be the intent behind every campaign you run through social media platforms and other popular digital channels. Thinking out of the box by keeping yourself in the customers’ shoes will accelerate your lead generation through inbound marketing.

5. Content Marketing Strategy for Better User Engagement

One of the most crucial SaaS marketing challenges is to have a well-thought content marketing strategy to rank your SaaS companies higher on popular search engines. Valuable content plays a significant role in adding value.

You can generate quality leads through multiple digital marketing methods by keeping compelling and intent-driven content at the center. Plan your content to educate, engage, and encourage the target audience to choose your brand.

6. Addressing Customers’ Pain Points

Any sales team tries to find compelling narratives to drive the business objectives of SaaS businesses ahead. SaaS marketing needs to keep ‘customers first!’ SaaS marketing should start with understanding and addressing customers’ pain points across the entire sales cycle.

Ensure your web copy, product descriptions, blogs, landing pages, and social media posts are talking about your prospects’ pain points. Then, introduce your SaaS companies as solution providers. This strategy helps you generate leads from various sources consistently. 

In addition to assessing your customers’ pain points, you can initiate an initial market research survey. Survey research platforms such as Helpfull allow you to build custom-made surveys from a broad mix of prescreened and qualified panelists to ensure your highest research quality results on every survey run.


7. Balancing New Customer Acquisition and Customer Retention

Building a customer base across territories and demographics is essential. However, at the same time, a SaaS vendor should also analyze why the customers continue or why they leave your company. Customer retention helps you develop SaaS businesses in the long run.

Implement result-driven email marketing campaigns keeping appointment settings with the prospects to interact with them as the ultimate objective. You can further utilize email parsing tools such as Parserr to extract data from emails to eliminate unnecessary manual data entry. It also helps you optimize your email campaign process and makes workflow more efficient.

Similarly, use social proof as an effective mechanism to inspire your random visitors to take the desired actions online. Keep at least one channel, like chatbots, to interact with the prospects immediately. That will help your sales team resolve prospects’ queries to convert them and retain them.

8. Creating a Loyal Database of the Right Customers for SaaS Businesses

Have you ever thought of utilizing customer loyalty as a competitive advantage to retain your customers? Once you start generating leads and convert them to become your customers, you must figure out which customers are valuable for your business.

Developing a database of valuable customers and resolving their issues on priority are other challenges in SaaS marketing. Leverage modern analytical tools to analyze user behavior across the sales cycle. Offer discounts, long-term contracts, and special treatment to your loyal customers to encourage them to stay with you for a long time.

9. Developing a Captivating SaaS Subscription Model

To attract more leads, SaaS companies need to develop an attractive SaaS Subscription Model for their customers.

Practically, your SaaS solution may be designed for a chosen few, and not everyone may express interest in adopting it for their business. However, develop your subscription plans, backed by free trials, payments on a pro-rata basis, and other attractions to multiply subscriptions.

10. Emphasizing Your Solution-Capabilities

Do your websites, social media business accounts, and overall digital presence show how you are better than other businesses? Do you offer a cloud-based SaaS solution or on-premises software? Is the data security at its best on your platform?

Your SaaS product’s technical capabilities, pros, and features matter significantly to your prospects. Are you sure that the website visitors get what they are looking for? Do you have a salesforce desk and other services resources to address customer queries and complaints?

Try to promote your SaaS product as a genuinely technology-driven solution that has answers to everything that a customer may need.

Also, while offering the solution, make sure to secure your application. For that, you can leverage edge endpoint management such as Adaptiva. These applications automate health checks and configuration remediations and shield against the zero-day attack. The no-code workflow of such endpoint management applications allows rapid response to new zero-day vulnerabilities or critical issues safeguarding your SaaS solution.


B2B SaaS Marketing Experts Can Help Your SaaS Business Excel

As you know the crucial SaaS Lead Generation Challenges, you will also accept that joining hands with B2B SaaS Marketing Experts can make a big difference.

Along with the excellence in digital marketing, the experts will guide you through the best ways to generate leads and help you consistently win business.

B2B SaaS Marketing Experts implement the best strategies to overcome lead generation difficulties.

To Summarize

The article covers SaaS companies’ 10 B2B SaaS lead generation difficulties. Understanding these difficulties will help you avoid them and find proper ways to overcome them.

Rely on the top-notch B2B SaaS Marketing Partners to take the success of your SaaS company to new heights.

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    Abelino Silva. Seeker of the truth. Purveyor of facts. Mongrel to the deceitful. All that, and mostly a blogger who enjoys acknowledging others that publish great content. Say hello 🙂

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