SaaStr

APRIL 28, 2022

Hillary Carpio, the Director of ABM at Snowflake, shares her company’s account-based marketing (ABM) playbook and how it can dramatically scale business. . Snowflake’s account-based marketing aims to engage key decision-makers at the must-win accounts through strategic, cross-functional campaigns. Key Takeaways.

Scale 250

Scale Education Strategy Engagement 250

Sales Hacker

MARCH 8, 2024

By partnering with another SaaS company, you can identify opportunities for cross-selling (selling a complementary product to your partner’s customers), or co-selling (teaming up with a partner’s sales team to convert your prospects). These signals then feed your Keyplay ICP model to score every account. What can you win?

Scale 93

Scale AI Search Social Media AI 93

SaaStr

MARCH 30, 2023

Dear SaaStr: What Does a Typical Day Look like for an Account Executive at a SaaS Startup With Under $1m ARR? If the founders are making almost nothing, coming in with a high OTE (“on target earnings”) may make you, on paper at least, the most expensive employee in the company. This is a tough and very specific job.

Startup 222

Startup SaaS Sales Hiring Sales 222

SaaStr

JANUARY 22, 2021

By that I mean: If your deal size is say $5k per year, there’s a certain way you sell. Customers will expect more services, more account management, more configuration. your target Average Deal Size / ACV for next year. But the skills it takes to sell to a $10k customer? A certain way you market. your stage, 2.

Fractional VPE 264

Fractional VPE Sales Hiring Part-Time VPE Engineering 264

SaaStr

AUGUST 29, 2022

If you haven’t already, sign up here for tickets before we sell out. From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy. In other words, companies need to sell a vision – not a product.

Scale 248

Scale Sales Hiring Marketplace as a Service B2B 248

SaaStr

APRIL 21, 2023

Of course, not all will buy, but at least 10% of the happy customer clones who receive highly targeted outbound will connect with you. It’s better to find 30 or even 3 highly targeted customers than to spam 3000 people who likely aren’t interested. As with webinars, blog posts, and everything else, this requires consistency.

Outsourcing Services 202

Outsourcing Services Scale Outsourced Development Marketing 202

Subscription Flow

MARCH 25, 2024

Keeping all this in mind, in this blog, we will firstly be talking about how a Merchant of Record ecommerce can help an ecommerce business. After which we will be ending the blog by shedding light on the case studies of some of SubscriptionFlow’s existing clients to demonstrate.

Merchant Services 103

Merchant Services Payment Services Payment Methods Payment Facilitation 103

Buffer Resources

APRIL 10, 2024

Get started for free → How to make money on Instagram Jump to a section: Partner with brands on sponsored content Livestream and earn Badges from fans Offer paid subscriptions Sell your own products and services Take up affiliate marketing Sell digital products Develop and teach a course Join Instagram’s Creator Marketplace 1.

Payments 94

Payments Payment Methods Marketplace as a Service Payment Services 94

SaaStr

FEBRUARY 8, 2022

Since they sell ads, value also means how many recurring clients contribute to a significant chunk of their yearly revenue by assessing six-month or year-based account value. Evaluate the value of the accounts you won and assess how you can increase that value further. Are you compensating your teams to sell recurring revenue?

Scale 232

Scale Sales Hiring Compensation Sales 232

SaaStr

FEBRUARY 27, 2024

The #1 reason Sapphire sees amongst its portfolio companies is that it’s gotten much harder in the last 18 months to sell software and that’s been reflected in a decline in the core AE sales attainment. Back then there were some aggressive sales targets we could all achieve. But in reality, that’s not happening.

VP of Engineering 226

VP of Engineering Scale Marketing Benchmarks 226

SaaStr

MARCH 20, 2024

People need to be scrappy, creative, and accountable to numbers that make sense for the business. You have to find someone willing to visit customers in person and sell themselves. For Mid-Market companies, you might connect with people in finance or accounting. If you want to manage people and not do the work, it won’t work.

Sales Hiring 259

Sales Hiring Sales Recruiting Scale Headcount 259

SaaStr

JANUARY 5, 2022

What this said to our target audiences is: “This is who we are and the benefits we can give you.”. Our goal with multi-product customers is to sell multiple products together that create a win-win for them and their bottom line. Selling something to a customer that they don’t need isn’t something we do, ever. Go big or go home.

Scale 265

Scale Scaling Sales Hiring Software Review 265

SaaStr

SEPTEMBER 1, 2021

Marketing targets should expand far beyond lead gen. Traditionally, marketing teams sit down at the beginning of the year, hammer out targets and strategic initiatives and spend the entire year narrowed in on that plan, never wavering despite changing circumstances. The Job is No Longer About the Leads. Seems obvious, right?

Revenue 199

Revenue Strategy Marketing Interviewing 199

Neil Patel

JANUARY 13, 2021

I regularly tweet and use my Twitter account to promote my blog posts and other content. Third-party services often sell fake followers. Each of these accounts has followers that may not follow me. For example, by clicking through to @CoffeeShopBlogg’s Twitter account, we can see they have nearly 5000 followers.

Social Media 137

Social Media AI Search AI Engagement 137

SaaStr

SEPTEMBER 18, 2023

If you’re a new startup, maybe you have your first couple of AEs, or you’re figuring out product market fit, or you just don’t have a big enough brand or cash in the bank to sell to big companies, you need to strike a balance. Klaviyo targeted eCommerce. If you exaggerate too much, you’ll get caught. None of that is new.

Sales Hiring 235

Sales Hiring SaaS Banking AI 235

User Pilot

MARCH 6, 2024

A well-designed product funnel enables teams to evaluate and optimize their marketing strategy for more targeted and personalized customer engagement. It focuses on customer retention , loyalty, and account expansion. moment , adopting the product, converting to paid accounts, and promoting the product via WOM or referrals.

Social Media 87

Social Media Sales Funnel Acquisition Retention 87

Buffer Resources

JULY 18, 2023

In this blog, I uncover unique tips from top social media managers who’ve revived defunct accounts and increased their clients’ reach to thousands of followers within a few days of working with them. It doesn’t add any value to your target audience. But how do they do it? What’s the solution?

Social Media 85

Social Media Management Business Entertainment 85

SaaStr

JANUARY 27, 2021

We can pretty much summarize a lot of it into the following: Your VP of Sales should have lots of experience selling at your average ACV. Whatever your target ACV is for next year, that should be the #1 area your VP of Sales hire is good at. It helps a ton if the last product they sold … was harder to sell.

Sales Recruiting 323

Sales Recruiting Sales Hiring Scale Sales 323

SaaStr

JANUARY 30, 2023

Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell. Use your data to inform.

Sales Hiring 233

Sales Hiring Payment Services SaaS Payments Scale 233

SaaStr

JUNE 6, 2022

Plaid builds the infrastructure that empowers consumers to digitally interact with and manage their bank accounts. In 2019, they also acquired Quovo, a company that focused on investment accounts, to make it easier for consumers to manage their investments. Their typical target is developers, and they sell up through the organization.

Banking 242

Banking Scale Acquisition Interviewing 242

SaaStr

AUGUST 5, 2020

Since the market opportunity was uncertain, we chose to bootstrap the company, which was a great call because we had an opportunity to sell the company to Salesforce quite early,” said Swensrud. “It Note that the target accounts are larger and the solutions need to be more extensive. Then why go the VC route with Qualified.com?

compliance 223

compliance B2B Acquisition Cloud 223

SaaStr

DECEMBER 9, 2021

694 folks in sales at $500m in ARR — just under half of the total 1,490 total employees, to sell $5k-$100k+ deals. A good yardstick for folks selling direct to both larger SMBs, mid-market and enterprise. 2 main apps account for the vast majority of its revenue. Samsara chose to focus almost entirely on the U.S.

Transportation 255

Transportation Scale SMB Revenue 255

Neil Patel

MARCH 25, 2021

It’s ideal for brands targeting a younger audience, as the majority of TikTok users are between the ages of 10 and 29. Below, I’ll show you the strategies and tactics you need to sell products on TikTok. Why Should You Sell Products on TikTok? How to Set up an Account in TikTok That Will Drive Sales.

Payment Methods 141

Payment Methods Merchant Services Payments Social Media 141

SaaStr

FEBRUARY 3, 2021

If the founders are making almost nothing, coming in with a high OTE (“on target earnings”) may make you, on paper at least, the most expensive employee in the company. A few tips on the flip side: Try to hire someone with at least 2-3 years of Account Executive experience. Remember sales people are there to sell. Everything.

Sales Hiring 265

Sales Hiring Startup Sales SaaS 265

Neil Patel

DECEMBER 16, 2021

Targeted Google and Facebook Ads have their place, but there are plenty of free ways to market online. If you’re a small business owner trying to compete in the big leagues , this blog is for you. You’ll need to start a blog. Start a Blog. Blogs allow customers to build trust and relationships with brands.

Social Media 145

Social Media Strategy Marketing Business 145

SaaStr

MAY 25, 2022

Raising money does not make for a better business; it only puts more money into your bank account. Eventually, Expensify launched Expensicon, an exclusive, invite-only conference with the top 100 accounting professionals. These professionals had to earn their spot by selling Expensify subscriptions.

Scale 252

Scale Marketplace as a Service Business Model Advertising 252

User Pilot

DECEMBER 10, 2023

TL;DR Product-led growth (PLG) uses product usage as the main driver of customer acquisition and account expansion. To score accounts, PLS uses usage, use cases, firmographics, and ecosystem data. Sales-led growth requires a lot of effort and targets a relatively small percentage of the customer base. Let’s dive right in!

Scale 99

Scale Sales Software Review Retention 99

SaaStr

JULY 11, 2023

For example, Gorgias knew they were targeting not only eCommerce but also customer service. Gorgias knew that their target audience widely used Shopify as a platform, so they built integrations with Shopify to meet this critical customer need. Automation, especially in the early days, will help with high-velocity selling.

Sales Hiring 167

Sales Hiring SMB Sales Recruiting Payment Methods 167

SaaStr

NOVEMBER 14, 2023

It’s unlike the old world, where you can sell a deal and walk away. At MongoDB, they have a self-serve channel where they run a control group — a subset of accounts that they never touch, just to see what happens naturally. if you grow an account, your quota goes up.) You always have to stay engaged. How do you incentivize this?

Compensation 164

Compensation Sales Azure AWS 164

Neil Patel

NOVEMBER 10, 2021

Rather than using Snapchat ads , which require you to pay to reach an audience, you can leverage the audience you already have by sharing links to products, services, or downloadable assets you sell. Besides just being cool, sponsored lenses can be shared with a carefully targeted audience. Refer Other Products (Affiliate Marketing).

Social Media 130

Social Media Business Branding Entertainment 130

SaaStr

APRIL 25, 2023

They had to determine how they could differentiate themselves andhow to improve their ability to market to those customers in a way that made sense, including targeting the right personas. That took into consideration things like use cases, and the personas that they’re selling to. It all goes together.

Scale 185

Scale VP of Engineering Sales Hiring Engineering 185

Neil Patel

DECEMBER 11, 2022

The potential for making the most of behavioral email marketing is wide open, and yet, according to Econsultancy, only 20% of marketers are using behavioral targeting. You may have even seen this kind of behavioral targeting email marketing at work when you sign up for a service, but don’t complete your profile or verify your email address.

Marketing 131

Marketing Sales Funnel Retention Branding 131

Kellblog

MAY 5, 2021

The other day I read a book on account-based marketing (ABM), entitled ABM is B2B , and I must say I disliked it. ABM means account-based marketing. Some accounts deserve champagne, others sparkling water. If forced to choose among alignment targets, marketing should pick sales every time. Capital D disliked.

B2B 142

B2B Marketing Software Review Underperforming Technical Team 142

Neil Patel

OCTOBER 27, 2021

Check Your Target Audience. Which pages or blog posts need more backlinks? Do you need to update blog posts to keep the information relevant? For example, if you sell vegan hiking socks, your competitors in search could be lifestyle blogs within your industry and brands who sell the same product.

Technical Review 145

Technical Review Social Media Trends Engineering 145

Sales Hacker

MARCH 28, 2023

Define exactly who you’re selling to, and you’ve got a solid foundation for growth. Without an ideal customer profile, you could end up targeting accounts that aren’t likely to close. For example, if a new prospect is an exact match to your ICP, you can confidently invest time and effort selling to them.

Outsourced Development 107

Outsourced Development Interviewing Technical Review Software Review 107

Sales Hacker

MARCH 1, 2024

Owned media refers to content distributed through a brand’s channels , including self-hosted video, company blogs, and email campaigns. Of course, SaaS products can be a harder sell than Rihanna’s Fenty Beauty, but the same strategy applies: build value for your network before selling to them.

VP of Engineering 71

VP of Engineering Scale SaaS AI Search 71

Neil Patel

MARCH 25, 2021

Paid ads on search and social let you bid on relevant keywords to hyper-target an audience that perfectly fits your brand. 9 Ways to Target Pet Owners Using Paid Ads. Tinuiti decided to utilize Amazon Coupons targeting pet owners based on their Amazon search histories. That’s the power of using paid ads to target pet owners.

Social Media 129

Social Media Marketing Advertising Branding 129