There are a lot of common misconceptions about the sales profession and different sales approaches. I also had some. If someone had told me ten years ago that today I would be working in Sales selling a Vertical SaaS solution, I wouldn’t have believed them.
Nevertheless, here I am, working as the Head of Sales at Lemax and enjoying it! The sales process I contribute to today is so much more than the common sales approaches. That’s why I wanted to share what we do differently here at Lemax.
The industry-centric SaaS model divides companies into two main groups: Horizontal and Vertical SaaS.
Horizontal SaaS companies develop software that caters to a wide range of clients and is used across different industries. A great example is CRM software Salesforce, which I’ve used previously in FinTech and now in the travel industry.
Vertical SaaS companies develop software that is tailored to a specific industry. Vertical SaaS solutions are usually built by industry experts. They have years of insights into industry-specific problems and have built know-how and best practice for a particular industry.
Lemax is a Vertical SaaS for the travel industry. It covers end-to-end processes for the niche segment of Tour operators, DMCs, and travel agencies. Lemax is a core system for their business.
Our product covers everything from product creation, sales process, quotes, communication with suppliers and clients, invoicing, and reporting. Additionally, it gives you a possibility to integrate seamlessly with your suppliers (such as hotels, flights, guides, and tours) and your partners.
The travel industry is generally at a lower level of digitalization, stuck with pen and paper or some old legacy systems. The companies in this industry need to act and change their status quo to grow further. They need to restructure how they operate today, develop new business models by investing in technology, and utilize it to its full potential. Our sales team and our Account Executives are the ones that help them recognize this.
The people who work in the travel industry are experts in their field. Creating the trips and ensuring that the traveler enjoys every bit of it is their main mission. They are the ones who know the destinations, the best hotels, guides, and all special tips and tricks.
Travel companies also need technology experts who understand the industry and processes. Here’s where Lemax comes in.
- It goes beyond the conventional sales approach. It’s essential to be passionate about the niche, following market developments, and all the opportunities and trends in the market.
- Lemax’s sales approach emphasizes understanding clients’ business operations. This includes their processes, workflows, and how they conduct business. This means our Account Executives need to conduct thorough research. They should also talk to potential customers to gain insight into their difficulties, chances, and prospects. We want to help our clients reach their maximum potential.
- Once the pain points and challenges have been identified, we can tailor the value proposition of our Vertical SaaS solution to address their specific needs. We want to help our clients achieve their goals.
- Another important aspect of our sales approach is building client trust and credibility. We demonstrate our industry expertise to approach the issue. Case studies and references from other clients in the same vertical also support our approach. Moreover, we provide excellent customer service and support. We want to follow our clients throughout their whole lifetime.
Working in Sales is incredibly rewarding if you partner with your clients.
We are proud of our client-centric sales approach. It focuses on understanding and meeting clients’ needs. Furthermore, it demonstrates our product’s unique value and benefits. We work with ambitious businesses (mostly early adopters) that want to grow and do so fast.
Our goal is mutual: to help our client’s business grow. We always do our best to find the right solution to support their growth as their partners in digital transformation.