How do you approach building a sales pipeline in the SaaS industry?

Building a robust sales pipeline in the SaaS industry requires a strategic approach. Start by defining your ideal customer profile (ICP). For example, if you're selling project management software, your ICP might include companies with a minimum number of employees or specific industries. Then, leverage inbound strategies such as content marketing and SEO to attract prospects interested in your solution. Create valuable content, like blog posts or webinars, addressing common industry challenges. For example, you can publish an eBook on "10 Tips for Streamlining Project Management in Construction." Promote this content on your website and through email marketing to capture leads. Outbound strategies, like cold outreach, can complement inbound efforts. Here, you might use LinkedIn to identify and connect with decision-makers in your target companies. You should tailor your outreach messages to clearly address their pain points. As you capture leads, use lead scoring to prioritise them based on factors like engagement and fit with your ICP. Regularly review and clean your pipeline to ensure it contains high-potential opportunities.