Ep. 132 - Overcoming SaaS Sales Challenges in Financial Institutions - with Will Robinson, CEO at Encapture

SaaS Backwards - Reverse Engineering SaaS Success

To drive sales and growth, SaaS companies need to have clear messaging, target the right prospects, and leverage industry expertise.

In this episode of the SaaS Backwards Podcast, we spoke with Will Robinson, CEO of Encapture, a platform specializing in intelligent document processing for industries like banking, lending, and insurance.

Will discussed the challenges associated with selling to highly regulated banking institutions and his strategies for overcoming them, emphasizing the importance of building a strong business case and navigating complex decision-making processes.

Our conversation also touched on Encapture’s journey of shifting from a professional services model to a SaaS model, including the changes in culture, sales strategies, marketing approaches, and the integration of AI technology into their product.

In this episode, Will provides valuable insights for SaaS CEOs on marketing tactics, targeting prospects, and the value of clear and simple messaging.

Key takeaways from this episode:

• Strategies for navigating the complex sales cycle in financial institutions
• Effective marketing strategies for generating leads and building credibility
• How SaaS leaders can build trust with potential buyers through simple and relatable messaging

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting

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Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.
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