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How much should a SaaS startup invest in sales and marketing at different stages of the business? This is a very nuanced question, but benchmarks do provide some guidance for what is reasonable. Sales
Monte Carlo simulation uses probability to show how things might evolve for this theoretical business. Each team has a 20% chance of closing a lead. The inside team has a 5% chance in months one and two, and a 10% chance in month 3. The outside team has a 5% chance in months 6 through 9 each.
New research indicates where to focus digital investments so that they will reap rewards in online and face-to-face channels.
B2B companies often achieve subpar results from digital-sales initiatives--and tech companies are not immune to this problem. How can they reverse the trend?
Sales reps report that 20% of stalled and lost deals are a result of overly complex internal policies and procedures.
Instead of focusing on customer service, successful account managers offer customer improvement ideas and insights.
How can sales leaders turn tedious sales pipeline reviews into productive strategy sessions? The key lies in adopting an agile sales methodology. Learn how here.
Most sales reps chase after the whale deals at the expense of many smaller ones. Despite popular belief, this isn't the best use of your time.
At Top of Funnel, you must quickly gain vision lock with your prospect (“I get what you do and why it’s relevant for me”). Four objectives should drive your plan: to maximize reach, to achieve rapid product engagement, to maximize conversion, and to shorten the sales cycle. You must meet all of these objectives within an acceptable cost boundary given customer LTV.
The SDR function is vital. Under the canopy of digital — and sometimes analog — campaigns, SDRs execute both cold and warm MQL follow-up calls and custom emails to contacts that fit the ideal customer profile (ICP) target personas. These live connections are central to building prospect engagement. SDRs are on the frontline ascertaining whether prospects exhibit the right budget, authority, need,
The bottom line is the bottom line. Deal or no deal? At Bottom Funnel, the sales engineer is often the AE’s best friend — in attendance at all opportunity stage meetings, ready to answer any technical concerns raised by the prospect. Prospect Dossier With 30–40 strategic prospects, you can now turn to the development of your prospect dossier for each. The dossier includes a pain point
Resellers and referral partners help companies get greater sales coverage. But for SaaS companies it can be more complicated.
Early adopters play a crucial role in PMF and growth. In this post, I'll show you why they are so important, how to get them, and what to do with them.
The benefits of moving to flexible subscription pricing are closer than they appear, but common misconceptions hold companies back.
Process Street employees signed up for the top 281 SaaS companies then recorded how the companies contacted them to learn how their own sales pitches can improve. Read More
Artificial Intelligence (AI) is the new buzzword du jour. It seems everyone has “AI” software or services that will help you accomplish your objectives. But you run a sales team. And you have to deliver results this quarter and the next quarter and the one after that -- you don’t have time for marketing hype. Here’s a way to think about how to build AI into your approach simply and easily, without
I gave a talk this year at the 2017 SaaS North conference in Ottawa, where I discuss the fundamentals of building a repeatable, scalable, & profitable growth process for a startup. Building a R…
“We’ve had a lot of smart people who wouldn’t join the company or give us money or advise us because [our business] made no sense to them.” — Mike Cannon-Brookes, Atlassian co-founder When Atlassian w