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Selling SaaS: Building Relationships for Sales Success

Mar 28, 2024
2 min read

Throughout Women's History Month, we have recognized and honored the women who have reshaped the sales industry. Another such woman is our very own Josephine Bancheri — whose exceptional performance and track record of exceeding sales targets have earned her numerous accolades throughout her 8-year tenure in the industry. However, her true secret to success lies in her ability to build meaningful connections with her clients.

I sat down with Josephine for a candid Q&A-style interview to talk about her approach to relationship-building and its impact on her sales career. Follow along for her insights and strategies.

Q: What are your top strategies for building and nurturing strong relationships in sales?
Josephine: A key strategy for success has been persistence and a genuine passion for solving client challenges. By consistently demonstrating my dedication and expertise, I've been able to build trust and credibility over time.  When it comes to building strong connections with clients, I strive to understand their needs deeply and communicate transparently, ensuring they feel heard and valued. Additionally, I prioritize regular communication and follow-ups, maintaining a proactive approach to addressing their concerns and providing ongoing support.

Another effective strategy is personalizing interactions to resonate with each client's unique preferences and goals. Whether it's through tailored solutions or simply remembering important details about their business, these efforts go a long way in fostering meaningful connections and driving long-term partnerships.

Q: How do you maintain relationships after the initial sale?
Josephine: Consistent communication is key. Regularly checking in with clients, offering support, and providing updates on industry trends and opportunities helps to keep the relationship strong. It's also important to be responsive and reliable when your clients need assistance.

Q. Are there any specific challenges you’ve had to overcome as a woman in sales?
Josephine: As a woman in sales, I've encountered stereotypes and the need to balance assertiveness without being seen as too aggressive. It's been a journey of proving myself and earning respect. But being a woman in this field also brings unique perspectives and strengths, like building genuine connections with clients. It's about resilience and embracing the opportunities to innovate and excel.

Q. Can you share an example of a success story where you contributed to your team's growth?

Josephine: One standout success story was during a critical client renewal period. Recognizing the importance of this account to our overall revenue targets, I took the lead in developing a comprehensive strategy to address the client's evolving needs and concerns. Through proactive communication, tailored solutions, and diligent follow-up, we were not only able to secure the renewal but also upsell additional services, exceeding our revenue goals for the quarter. This success not only contributed to the success of our team but also showcased our ability to deliver exceptional value to our clients, setting a precedent for future engagements.

The Power of Building Relationships in Sales

As we have learned from Jospehine’s story, relationships are the backbone of success in sales. Building strong connections with customers is vital for establishing trust, fostering loyalty, and driving repeat business. By investing time, effort, and genuine empathy in her interactions, Josephine was able to build an extensive network of clients and contacts. These relationships went beyond just business transactions; they became partnerships.

As we celebrate Women's History Month, let’s not only acknowledge the achievements of successful women like Josephine but also honor the many determined and talented women who are driving change and shaping the future of sales. 

  • Human Resources
  • Culture
  • Sales Coaching and Motivation
Kelly Arellano, Senior Content Marketing Manager at Xactly
Kelly Arellano
Senior Content Marketing Manager

Kelly has over 10 years of marketing experience in demand generation and content marketing. She was born and raised in the Bay Area and enjoys sports, going to the beach, golfing, lifting weights, and playing with her three littles.