Predictable Revenue

NOVEMBER 15, 2021

Learn how to grow your business organically through a well-balanced sales plan, utilizing outbound sales to boost inbound leads. The post 6 Ways Outbound Sales Helps Inbound Leads Grow appeared first on Predictable Revenue.

Sales 162

Sales Revenue Business Strategy 162

CloseSaaS

MARCH 15, 2023

What is inbound sales and how is it important to your sales cycle and business profits? Find out here, with tips and tricks galore.

Technology 92

Technology Sales Strategy Business 92

CloseSaaS

NOVEMBER 24, 2022

In this inbound vs outbound sales showdown, see if should you build an inbound sales machine, set up an outbound sales team, or take a hybrid approach.

Outbound Sales Team 52

Outbound Sales Team Sales B2B 52

CloseSaaS

DECEMBER 4, 2022

Here’s an inbound sales call script to sweep your leads off their feet! A prospect signed up for your product’s trial. But will they become your customer?

Sales 52

Sales 52

CloseSaaS

FEBRUARY 15, 2023

Inbound sales brings leads to your door--no need for cold calls or awkward emails. Here's how to make it work for your sales team.

Strategy 52

Strategy Sales 52

Tom Tunguz

MARCH 28, 2024

AI will transform software sales. Typing “Compare Salesforce & Hubspot for a 10 person sales team. The workflow to achieve this outcome isn’t yet built but will undoubtedly influence inbound-marketing efforts. Most of the discourse so far has focused on how AI upends the sellers’ worldview. which is better?

AI 268

AI Software compliance Consulting 268

CloseSaaS

AUGUST 3, 2021

Base your inbound team around the buyer journey by figuring out where in the funnel customers need the most help to make a purchase decision. Once your remote inbound sales team is in place, use automation to help them sell more efficiently. Then, hire for the right remote fit.

Inbound Sales Team 52

Inbound Sales Team Sales Hiring Sales Management 52

CloseSaaS

APRIL 14, 2021

Handle new leads like a pro by stealing ideas from these top sales cadence examples. Whether inbound or outbound, SaaS or service, B2B or B2C, we’ve got you covered. Plus, get insider tips for automating your sales cadence and closing more deals, faster.

B2C 52

B2C Sales SaaS B2B 52

Sales Hacker

DECEMBER 7, 2018

Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion.

Sales Hiring 74

Sales Hiring B2B Sales Systems Review 74

SaaStr

FEBRUARY 7, 2024

Sales-assisted, product-led growth strategies that close Enterprise leads. Morgane Palomares, VP of Marketing at Vercel joined the company a few years ago, and when she did immediately noticed that every salesperson was hitting or exceeding their quota solely by closing inbound leads. No humans involved. Let’s discuss an example.

Scale 216

Scale Sales Hiring Strategy Marketing 216

SaaStr

DECEMBER 30, 2023

I’ve talked with three CEOs at leading vendors in sales and post-sales at $200m+ in ARR the past few weeks and they’ve all reinforced these are some of the biggest changes in a generation. What we’ve seen in the first 15 years of SaaS: Specialization in sales. Segment reps, and have closers close. Everyone now.

Customer Success 279

Customer Success Scale AI Pricing 279

SaaStr

AUGUST 23, 2023

So a niche question but one we get often enough that I though worth going into my depth on is: Hey, Why Are SaaStr Annual, Inbound, Dreamforce (and More) All At Almost The Same Time? This was certainly true of Salesforce and Dreamforce, where bringing top prospects out to SF was a key part of the sales cycle. But It’s Complicated.

B2B 183

B2B SaaS Sales Marketing 183

SaaStr

AUGUST 24, 2022

Driving up sales rep efficiency is key to driving up margins. SMB sales (most of Toast) is very tough to do without a highly efficient and effective sales force. 66% of customers from inbound, 33% from outbound. As the brand scales, they get more of a boost from inbound. #5. This is useful to see broken out.

SaaS Payments 280

SaaS Payments Scale SMB Payment Solutions 280

SaaStr

FEBRUARY 8, 2024

Dear SaaStr: What are the best 5 points to improve poor sales performance? Here are my 5 simplest ideas to quickly improve sales performance. Once you have a great VP of Sales, you can let her own the whole number and figure it out. Be more involved as the CEO with sales. Prospects inbound when they have a need.

Scale 212

Scale Sales Hiring Sales AWS 212

SaaStr

APRIL 4, 2023

How CAC targets drive GTM strategies: If Your CAC Target Is Low You’ll likely focus on small-to-medium businesses and use tools like inbound sales and low-touch or no-touch self-service. The sales cycle at this stage may be very short. The sales cycle will be slightly longer at this stage. But over time, things change.

Scale 220

Scale Strategy Scaling Outbound Sales Team 220

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 218

Scale Sales Hiring Scaling Revenue 218

Intercom, Inc.

JUNE 7, 2022

The promise of live chat for sales teams is being able to connect faster with higher quality leads. But any target-focused sales professional will want to know: how well does live chat actually work? Want to get started with live chat for sales? Why live chat is the missing ingredient in your sales funnel. Opportunity.

Sales Funnel 245

Sales Funnel Sales Headcount Subscription 245

SaaStr

JUNE 9, 2023

Especially if you haven’t done a lot of sales yourself. Boy sales is hard. Yes, once you have a brand, and inbound leads, the engine gets more established. But then you raise the quotas, and sales is still hard. And second, value the best sales execs. It’s being told No a lot. So first, find great salespeople.

Startup 245

Startup Engineering Branding Sales 245

SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Scale 203

Scale Sales Marketing Construction 203

Tom Tunguz

AUGUST 26, 2023

Quoting from the S-1, “Our go-to-market strategy is primarily product-led, and we attract the majority of our new customers through inbound channels, such as word-of-mouth, agency partnerships, and platform integrations.” When the company spends $1 in sales & marketing expense, Klaviyo produces $1.03

Benchmarks 176

Benchmarks Venture Capital Marketing SMB 176

SaaStr

JULY 25, 2023

HubSpot Inbound: While not exclusively focused on SaaS, HubSpot Inbound brings together marketers, sales professionals, and customer success teams to explore the latest inbound marketing and customer engagement trends, which are crucial for SaaS companies’ success.

ChatGPT 214

ChatGPT AWS SaaS CTO 214

SaaStr

MARCH 12, 2021

We’ve through a quiet revolution in sales processes now, where a combination of specialization, technology, and segmentation are making the next generation of SaaS founders far better at figuring out and scaling sales than I or my peers ever were a generation ago in SaaS. Best case, it can be epic. Like, a full team.

Sales Hiring 280

Sales Hiring Scale Outbound Sales Team Sales 280

Tom Tunguz

AUGUST 26, 2023

Quoting from the S-1, “Our go-to-market strategy is primarily product-led, and we attract the majority of our new customers through inbound channels, such as word-of-mouth, agency partnerships, and platform integrations.” When the company spends $1 in sales & marketing expense, Klayviyo produces $1.03

Benchmarks 163

Benchmarks Venture Capital Marketing SMB 163

SaaStr

APRIL 5, 2024

I’m not that great at sales myself (not really), but I am a student of it. A few things I’ve observed about human behavior, negotiation, and good and bad sales processes in SaaS: Customers that expect a discount really expect a discount. One of the top ways to drive up sales is to increase the % of deals that close. So, be cool.

Sales 151

Sales Pricing SaaS Software 151

SaaStr

OCTOBER 27, 2023

Catch up on part one here , where he deep dives into what he really thinks about AI, Sales and lead Gen for SaaS in 2024. Q: When Should A Slow Growth Company Hire a Head of Sales? They have one salesperson but want to skip having two scaled reps and immediately hire the VP of Sales. Should a VP of Sales hold a quota?

Sales Hiring 234

Sales Hiring Scale Venture Capital Generative AI 234

SaaStr

DECEMBER 4, 2022

Dear SaaStr: How Do I Develop Inbound Leads in a New Category? A Framework For Your First SaaS Sales Comp Plan (The 2022+ Edition). SaaStr 612: How to Manage 100+ SDRs Across 4 Continents with Snowflake VP, Global Sales Development Lars Nilsson. ? ?. The 3 Financial Plans You Need for The Year: C-90, C-60 and C-10 (Updated).

Scale 249

Scale Development Scaling Sales 249

CloseSaaS

AUGUST 22, 2014

This might just be the fastest way to get your inbound sales kung fu up to speed. Schedule an hour of undistracted time, switch off your phone, close the other open tabs, take notes and learn. :)

Sales 52

Sales B2B 52

Predictable Revenue

AUGUST 22, 2023

Chris Brewer shares his pre-call preparation strategy, primarily for inbound lead generation, with insights adaptable to outbound leads. The post Inside the Sales Call with Chris Brewer appeared first on Predictable Revenue.

Sales 130

Sales Strategy Revenue Development 130

SaaStr

JUNE 7, 2023

While I thought I understood “big deal”-type of sales and business development, I didn’t enjoy outbound sales and hunting < $500k-$1m deals. He said I had to completely get out of my comfort zone of a barbell combination of occasional huge deals + inbound sales, and work the large space in the middle. All of them.

Startup 220

Startup Sales Hiring Management Development 220

Net-Results

JANUARY 3, 2019

As long as you attract enough traffic, you can use inbound marketing to convert that traffic. But even HubSpot got big through cold calling, not through inbound marketing! The post Has cold calling as a skill been largely replaced by inbound marketing and automated sales funnels?

Sales Funnel 42

Sales Funnel Marketing Sales Business 42

SaaStr

JANUARY 11, 2024

From sourcing opportunities to hiring talent to coaching founders to implementing sales methodologies, we leverage the Stage 2 Capital LP base in every stage of the investing and portfolio support process. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference. in Mechanical Engineering from Lehigh University.

Technical Review 265

Technical Review Scale Management Sales Hiring 265

SaaStr

MARCH 30, 2024

This has helped us make our paid digital efforts relevant (because targeted) and relatively low maintenance (because it’s all programmatic), and get a strong inbound motion going as we built the sales team in parallel. #4. What’s your top “undiscovered gem” — an app you love but others may not have heard of?

Marketing 197

Marketing ChatGPT Mobile Onboarding 197

SaaStr

FEBRUARY 25, 2021

Q: Should sales reps be compensated differently based on how much prospecting they do? For example, if all of their leads come inbound (without effort on their part) should they receive a lesser % per deal vs a rep that prospects for their own leads? And the sales cycles are much faster from inbound leads.

Sales Hiring 169

Sales Hiring Compensation Sales Strategy 169

SaaStr

MARCH 3, 2022

In most SaaS companies, a sales rep’s quota is in the end 3x-5x their OTE (i.e., You can push as low as 3x for SMB deals if there are a ton of inbound leads. And in the early days, the sales team can sometimes be hyper-efficient, and you can sometimes do much better than 5x. salary + target bonus).

Scale 252

Scale SMB SaaS Onboarding 252

SaaStr

APRIL 27, 2023

Dear SaaStr: How Do I Create Urgency in Sales. What a great sales pro will learn is how the heck to add thoughtful urgency to a sales process. Sales is hard. The person that inbounds is often not the only stakeholder in a buying decision. And you’ll watch close rates go up, and sales cycles shorten.

Sales Hiring 227

Sales Hiring Sales Revenue SaaS 227

SaaStr

JULY 2, 2021

I’ve written a lot about this, but for most start-ups, you can boil it down to two criteria any first VP of Sales just has to meet: Has she built at least a small team before? Sales of $3,000 a year products are very different from $300,000 or even $30,000 a year products. Don’t expect your VPS to be great at all the aspects of sales.

Sales Recruiting 272

Sales Recruiting Sales Hiring Scale Development Team Review 272