SaaStr

JANUARY 5, 2024

For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR. For Sam, when he was originally building outbound sales at Brex, they were focused on not purchasing a sequencing tool or system that provides contact information and then blasting that ICP.

Sales Hiring 239

Sales Hiring Sales Recruiting Scale Outbound Sales Team 239

Tom Tunguz

AUGUST 30, 2020

Compare the slopes of marketing’s lead generation efforts to sales’ bookings trajectory. Sometimes, teams report aggregate pipeline generated, but prospects ready to buy 12 months from now aren’t relevant. Sales sources the majority of leads through outbound, and marketing isn’t a meaningful contributor.

Marketing 343

Marketing Sales B2B Trends 343

SaaStr

JULY 19, 2023

Are the leads converting? In other words, how many people do you have dedicated to generating demand? Are the AEs outbounding? If they are, what percentage of your closed revenue do you attribute to AE outbound? Your outbound doesn’t have to look like everyone else’s. If they aren’t, why not? PMF issues?

Revenue 204

Revenue Acquisition Technical Review Systems Review 204

SaaStr

APRIL 21, 2023

In this post , SaaStr Founder and CEO Jason Lemkin shared five super simple ways to generate more leads and grow your company that always work. Now, he has five more marketing strategies that are sure to generate more leads if done right. How do you know if you’re doing mediocre or amazing outbound?

Outsourcing Services 190

Outsourcing Services Scale Outsourced Development Marketing 190

SaaStr

APRIL 29, 2022

Q: Dear SaaStr: How Much Outbound Revenue Should a SDR/BDR be Generating at a Mid-stage Enterprise SaaS Startup? Leading to $2m in closed businesses over the year from those 180–240 meetings. That’s how the SDR math generally works in a high-performing SDR team. That’s enough if you can get there on average in most cases.

Enterprise 224

Enterprise Startup Revenue SaaS 224

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

MAY 10, 2023

Omni is trying to build the next-generation business intelligence (BI) platform. This group requires light outbound. Everyone in and around your network is coming in with a different viewpoint, which will only lead to a stronger product in the end. There’s no better version of an inbound lead than that. Give it a look!”

Sales Recruiting 213

Sales Recruiting Sales Hiring Social Media Sales 213

Tom Tunguz

JANUARY 27, 2022

Product-Led Growth (PLG) and PLS are important advances in SaaS growth that have existed for a while , but are coming to the fore more recently because startups who master PLG/PLS enjoy terrifically capital efficient growth because technology supplies leads rather than human effort. AEs close the leads irrespective of their source.

Acquisition 309

Acquisition Startup Technology Development 309

SaaStr

FEBRUARY 8, 2023

When Buyers Change Within An Organization Over the last six to nine months at Modern Health — a comprehensive mental health benefit sold to employers — Willson shares how they had to shift how they sell due to buying decisions shifting from a functional lead like the Chief People Officer to a CFO and sometimes a CEO. Revenue generation.

Sales Hiring 130

Sales Hiring Scale Sales Strategy 130

SaaStr

FEBRUARY 3, 2023

But the number of high-quality leads it generated was outstanding. We had so many leads from second-order revenue, viral, partners, etc. We didn’t do outbound for a long time. This was too lean, however. After we got cash-flow positive, we ramped up hiring and spend, and doubled not too long thereafter.

Sales Hiring 228

Sales Hiring Acquisition B2B Investment 228

Tom Tunguz

SEPTEMBER 25, 2023

LLM’s powerful content generation abilities will soon automate many emails we send. Sales teams have started using software that identifies leads, researches them, identifies commonalities (a shared university affiliation or a passion for a sports team), drafts the email, & sends it. What about an artisanal email?

Artificial Intelligence 154

Artificial Intelligence Scale Headcount Scaling 154

User Pilot

MARCH 7, 2024

Inbound marketing funnel reports focus on the effectiveness of marketing efforts in attracting the interest of potential customers and turning them into leads. Outbound marketing funnel reports help organizations evaluate the impact of and refine their outbound processes, for example, cold emailing.

Sales Funnel 100

Sales Funnel SaaS User Experience Trends 100

Tom Tunguz

AUGUST 23, 2020

Demand generation limits growth. The more external the signal of lead quality, the easier the demand generation task will be. The product qualified lead or PQL has been around a long time. The earlier the business can determine them, the more focused and productive demand generation efforts will be.

Scale 250

Scale Headcount Sales Startup 250

Payrix

APRIL 17, 2024

How many existing customers do you want to migrate, and how many new leads do you want to generate? Email campaign Create an email marketing sequence about the benefits of Embedded Payments and send it to new leads and existing customers. For example: How many new customers do you want to onboard in the first 60 days?

Payments 130

Payments Embedded Payments Merchant Services SaaS Payments 130

Intercom, Inc.

JULY 15, 2021

Marketing teams are under constant pressure to find creative ways to generate more leads for sales teams. Over the past few years, marketers have learned one of the most effective methods for lead generation is engaging with prospective customers while intent is high, like when they’re browsing the website or perusing the pricing page.

Engagement 232

Engagement Communication Sales Innovation 232

SaaStr

MARCH 7, 2021

Fight and create mindshare with partners that deliver you leads. We did it by focusing on second-order revenue to generate low-cost leads, and by taking in 110%+ of our MRR each month in cash. 6/ Adding an outbound team earlier. I’d never managed or built a high-velocity outbound team. It always works.

Part-Time VPE 257

Part-Time VPE Sales Recruiting Sales Hiring Scale 257

SaaStr

APRIL 4, 2022

Demand generation is the focus of targeted marketing programs that drive awareness and interest in a company’s products and or services. The ultimate success of demand generation is defined as the number of marketing qualified leads (MQL) generated, and is measured by impressions, website visits, and clicks. .

Scale 232

Scale Revenue Scaling Marketing 232

SaaStr

JANUARY 5, 2021

But assuming you execute, and the leads continue to come in, etc. Let me suggest some ideas: Add an Outbound Sales Team if You Don’t Have One. But let me tell you, if your ACV is high enough, outbound can work. A small team just has to generate enough new business to add 10% to the top line. Have you tried it?

Sales Hiring 323

Sales Hiring SaaS Outbound Sales Team Customer Success 323

SaaStr

MARCH 10, 2021

Manages inbound (vs outbound) PR. But they don’t know how to get you a ton of higher velocity, in-bound leads. Demand Generation. It means getting you leads. And it means managing the leads you do get through the funnel. But most importantly, what it really means is holding a true lead commit.

Sales Hiring 273

Sales Hiring Marketing Product Marketing Branding 273

Sales Hacker

NOVEMBER 17, 2023

Waylon McGill (Partnerships Manager at SaaStr ) warns that adding headcount before AEs have better attainment numbers can actually lower revenue because you will be taking leads away from more experienced, better reps to give them to new reps with lower win-rates. Trying to grow outbound without marketing support comes at a cost.

Sales Hiring 105

Sales Hiring Scale Headcount Sales 105

Kellblog

OCTOBER 21, 2021

Today, I call them “pipeline sources” but I’ve also heard them referred to as “pipegen sources” (as in pipeline generation) and even “revenue engines” which I think is an over-reach, if not a well intentioned one [2]. SDR/outbound: 10%. Sales/outbound: 10%. Alliances [5].

Underperforming Technical Team 131

Underperforming Technical Team Engineering Advertising Forecasting 131

SaaStr

JUNE 24, 2022

Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The Number One thing you can do to grow this year is to assign your leads to your best rep. The best SDR leaders aim for 15-20 qualified meetings per month and generate $2M in pipeline per year. More here: Outbound Always Works.

Sales Recruiting 204

Sales Recruiting Sales Hiring Scale Customer Success 204

SaaStr

FEBRUARY 1, 2021

to breed enough veterans here for all the next-generation SaaS companies. Again, what you really want is someone that has (x) proven demand gen experience, with (y) true ownership of a lead commit and (z) the ability to also drive the strategic side of marketing, product marketing, competitive positioning, and all the rest.

Sales Hiring 271

Sales Hiring Part-Time VPE Scale Sales Recruiting 271

Intercom, Inc.

JULY 26, 2022

NLP takes place across four distinct stages: Input generation is when the user initiates the conversation, interacting with the software through a written or spoken query. Dialogue management applies a different component of NLP technology, natural language generation (NLG), to compile a rapid, lucid response to the query.

Artificial Intelligence 118

Artificial Intelligence AI Scale Machine Learning 118

Tom Tunguz

NOVEMBER 9, 2019

Marketing expertise falls into three segments: product marketing, demand generation, and brand marketing. Demand generation marketers serve a different role. Demand generation marketers acquire leads using a portfolio of techniques. Many founders seek a demand generation marketer. Which should you hire first?

Scale 223

Scale Startup Sales Recruiting Sales Hiring 223

SaaStr

JANUARY 27, 2021

The advice and thinking that leads you to make important mistakes there really is no need to make: “Ask VCs for Advice When You Want Money, Money When You Want Advice” I don’t know who started this, but they must be smarter and more perceptive than me. Free almost never generates enough users to be worth it.

Part-Time VPE 289

Part-Time VPE Sales Hiring Scale Sales Recruiting 289

Intercom, Inc.

NOVEMBER 14, 2018

For both, it’s the ability to turn numbers like lead volume, win rates and ARPA into an actionable plan that impacts the bottom line. I can interpret that in one of two ways: either we have more leads of poorer quality, or we haven’t staffed up our SDR team to convert the increased volume. Lead generation KPIs (Top of funnel).

Sales Hiring 188

Sales Hiring Metrics Revenue Sales 188

SaaStr

NOVEMBER 25, 2023

CS hires over the last couple of years, you’ll likely also see it weighted away from top-of-the-funnel pipeline generation. To solve the bottleneck created during times of faster growth, you have to either start hiring into those roles or shift the focus of existing roles back to pipeline generation. Jameson and Sam agree.

Sales Hiring 194

Sales Hiring Underperforming Technical Team Revenue Sales 194

SaaStr

FEBRUARY 9, 2024

Before joining Zapier, Giancarlo was at Atlassian as a technical sales lead before moving to DropBox as a Senior Director of Growth and Monetization, and was CMO at Confluent – so he has a wealth of knowledge from Zapier’s Go-To-Market history as well as these successful SaaS companies to pull from.

Scale 251

Scale Sales Hiring Sales Marketing 251

SaaStr

FEBRUARY 24, 2021

On lead poor vs lead rich sales environments … And how to get more revenue per lead pic.twitter.com/DpWU1RjdMV. one difference: one had 30 leads last month. one difference: one had 30 leads last month. That sounds wrong-ish: #1: Terrible leads in the second one, you say. But a lot of leads.

Sales Hiring 236

Sales Hiring Sales Revenue Enterprise 236

SaaStr

AUGUST 25, 2023

Adding PLG and a crummy self-serve doesn’t solve your problems and can actually add to cost and distract your team with low-end leads. The junior marketer might work a tiny bit, but you’ll never get MQLs or SQLs and leads. That you’re not doing any marketing and likely not doing any outbound either. The leads are there.

Part-Time VPE 174

Part-Time VPE Scale Sales Hiring CTO Hire 174

SaaStr

NOVEMBER 4, 2019

Just when it sarts to get good, again and again, I see the same thing: the number of leads each month stalls out. Many SaaS companies hit an “organic lead plateau” at several phases: When you get Really Big, at some point, every company in the world is Already An Opportunity. Box, Salesforce, etc. It’s consistent.

Scale 172

Scale Sales Hiring Branding Revenue 172

Baremetrics

OCTOBER 12, 2021

All companies face significant challenges when it comes to finding qualified leads. of businesses struggle with lead generation. Your SaaS business needs a solid system for finding qualified leads and converting them to customers if it will survive and thrive. How can you track leads? What is lead generation?

Payment Methods 98

Payment Methods SaaS Payments Payment Services Sales Hiring 98

Totango

APRIL 9, 2024

“My team is tasked with selling add-ons, and one thing we’re finding is that we haven’t done enough to understand what the story is, what the ICP is of that add-on, and how we can look at product behavior to identify leads. This approach results in stickiness and retention that generate ongoing revenue potential.

Scale 106

Scale Sales Compensation Customer Success 106

SaaStr

AUGUST 24, 2021

But in general, most startups find that at best 1–2 channels really work for them. It could be targeted outbound. In the end, 30%-80% of new leads for most SaaS companies come from word-of-mouth and similar referrals. At least, “Free” isn’t demand generating on its own. It could be content marketing.

Scale 337

Scale Startup Marketing SaaS 337

SaaStr

MAY 17, 2021

Too Few Leads Per Reps. Or Too Many Leads. Too many reps chasing too many leads, no one makes enough money. But also, once you have a lot of leads, if you let reps drown in leads, you won’t close as much from them as you could. More here: How to Close More Revenue Today — With The Leads You Already Have.

Scale 224

Scale Sales Hiring Scaling Sales 224

SaaStr

JANUARY 24, 2022

The “Outbound” Funnel. We usually have a four- to six-week lag between developing a market qualified lead and funneling them into the appropriate pipeline. More systems lead to more complexity. Demand generation. We flooded this market with the now-classic double funnel model: The “Inbound” Funnel. You made it! .

Scale 281

Scale B2C Enterprise Acquisition 281