SaaStr

DECEMBER 2, 2022

In 2021, 87% of buyers wanted to self-serve all or part of the buying journey… today it’s virtually 100%.” “In 2021, 87% of buyers wanted to self-serve all or part of the buying journey… today it’s virtually 100%.” Where do today’s buyers research, and how can marketers give them what they want in their journey? Vinay Bhagat.

Systems Review 218

Systems Review Marketing Social Media Engagement 218

SaaStr

MAY 5, 2022

Of course, you still want to hire great sellers who will achieve well. What are some of the foundational ways sales leaders can think about building their sales teams as their company continues to expand and grow? There’s no shortage of ways to tackle this challenge, but one thing is clear: build sales teams thoughtfully and intentionally.

Scale 217

Scale Sales Hiring Scaling Sales 217

FastSpring

FEBRUARY 8, 2024

Get the latest from FastSpring’s Support leaders about important tax updates, fraud and chargeback strategies, our new Changelog, and more. FastSpring provides an all-in-one payment platform for SaaS, software, and digital products businesses, including VAT and sales tax management, payment localization, and consumer support.

Payment Methods 78

Payment Methods Customer Support Merchant Services Payments 78

Mucker Capital

APRIL 2, 2024

Delivering value at every touchpoint of the customer journey is crucial. As a founder, ideally you want your sellers, marketers, and product leaders aligned in transforming product features into value-based messages to accelerate sales cycles and secure corporate deals. Deals can slip due to a variety of reasons.

Sales Recruiting 52

Sales Recruiting Technical Review Enterprise Cybersecurity 52

Kellblog

NOVEMBER 21, 2021

Typically, the prospect first speaks to an SDR who qualifies them and then passes the prospect to a seller to deliver the demo. It leads to horrific first-calls with sellers , reminding me of a quote from Fail Safe : “ what you’re telling me, I’ve been specifically ordered not to do.” Thanks for reading.

Underperforming Technical Team 129

Underperforming Technical Team Enterprise Development Marketing 129

Neil Patel

APRIL 19, 2021

Some e-commerce sellers would buy first-page ads on Google for a year; others might see if they could run a commercial after the Super Bowl. One or two sellers would think of crazy publicity stunts to create hype for their products. Target Roundel focuses on several key areas to maximize value to e-commerce sellers.

Advertising 113

Advertising Scale Sales Hiring Branding 113

SaaStr

OCTOBER 17, 2023

If you’ve raised venture capital, you know net revenue retention is important. When we look at publicly traded companies, there is a direct correlation between NRR and Enterprise value. That’s the end state we’re going for. What does NRR have to do with customer success? Everything! At last week’s Workshop Wednesday — every Weds at 10 a.m.

Scale 164

Scale Sales Hiring Customer Success Scaling 164

Sales Hacker

JUNE 27, 2022

It’s become cliche to call the B2B buyer journey more complex and challenging than ever before. Both sellers and buyers want Convenience, easy access to information when and where they need it. What You’ll Learn: How to delight today’s buyers and win deals faster by centralizing the buying journey.

Scale 83

Scale Scaling Strategy Sales Enablement 83

SaaStr

JANUARY 17, 2023

What is the right Go-To-Market strategy for a startup getting out of the gate? Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer during this week’s Workshop Wednesday — held every Wednesday at 10 a.m. Sign up here to join them FOR FREE! You can Google everything.

Startup 225

Startup Sales Sales Funnel Education 225

SaaStr

JANUARY 3, 2023

In the current economic climate, investors weigh profitability over growth. There’s a trend toward transitioning from growth at all costs to paths to profitability. If you’re a go-to-market operator, you know this new imperative is not an either/or. Your enterprise must grow, and profitably. 1 in 3 buyers is the sole decision-maker .

Enterprise 226

Enterprise Sales Sales Funnel Compensation 226

ChurnZero

FEBRUARY 8, 2022

The ChurnZero platform enables customer-facing teams to better manage their customers’ onboarding and implementation journey by giving them the tools to: Collaborate and communicate with internal and external stakeholders. Automate workflows to reduce mistakes and ensure process consistency across all customer journeys.

Software Review 98

Software Review Technical Review Software Marketplace as a Service 98

Sales Hacker

MAY 19, 2022

“Sellers are made, not born.” Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment. But it’s only the first part of the sales enablement journey.

Sales Hiring 91

Sales Hiring Strategy Content Marketing Onboarding 91

SaaStr

FEBRUARY 21, 2024

Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders. This person has built out a partnership marketing team within the product marketing team.

AWS 206

AWS Scale Sales Hiring Marketing 206

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. You can view the full video here and below. If you would like to find out more about the guests, you can follow us on Twitter here: Jason Lemkin. Colleen Kapase. Jabari Norton. Rico Mallozzi. Crowdstrike. Rico Mallozzi: I kind of want to talk about and help frame this conversation.

Scale 199

Scale Marketplace as a Service Cloud SaaS Payments 199

Sales Hacker

MAY 9, 2022

Director, DMe Business & Education Sales at Adobe, joins us for a deep dive into how she views the sales journey, how she interviews new sellers, and her belief that storytelling is woven into the core of every sale. Best practices for interviewing new sellers. Cheryl Turja , Sr. powered by Sounder. powered by Sounder.

Sales 70

Sales Innovation Interviewing Education 70

SaaStr

DECEMBER 1, 2021

Still, the intense acceleration of the buyer’s journey is a surprise, especially since more people are involved in software buying decisions. . The best way to attack this new type of buyer-seller relationship is to adopt a product-led growth mindset. The state of software buying has changed.

Software Review 240

Software Review SMB Enterprise Software 240

Kellblog

MARCH 6, 2022

When the Internet eliminated sellers’ monopoly power over information, I heard, “traditional B2B sales is dead, long live facilitating buying processes.” When buyers can get more information themselves and advance further without needing sellers, reframing sales as facilitating buying is a good idea.

B2B 121

B2B Sales Hiring Sales Technical Review 121

User Pilot

APRIL 30, 2024

His journey then took him to Netscape Communications, where he worked alongside luminaries like Marc Andreessen during the infancy of the Internet, and led the company toward unprecedented success. This best-seller remains a must-have resource for tech product managers seeking innovation and customer engagement. Who is Marty Cagan?

Management 87

Management Underperforming Technical Team Innovation Generative AI 87

yoursales

FEBRUARY 26, 2024

Revolutionizing B2B Sales: Impact of AI-Tools on Customer Engagement Amid the rapid evolution of the B2B sales domain, businesses need to integrate cutting-edge technologies to secure a competitive edge. At the forefront of this revolution is AI’s capacity to have a positive impact on customer engagement.

AI 52

AI Scale B2B Engagement 52

Andreessen Horowitz

OCTOBER 16, 2023

By following a consistent approach like MEDDICC, buyers and sellers are more likely to be aligned throughout the entire sales process, and we believe the probability of success thereby increases by an order of magnitude. Selling into financial institutions (FIs) has long been the end goal for many software-oriented fintech businesses.

Scale 114

Scale Software Sales Generative AI 114

Sales Hacker

APRIL 19, 2022

The difference between creators and sellers. The difference between creators and sellers [15:31]. With Freshsales, you can develop digital customer journey maps and integrate advanced digital commerce capabilities. Join us for a deep conversation about the lessons Shruti has learned as she has built Wingman from the ground up.

Communication 82

Communication Underperforming Technical Team Innovation Startup 82

Sales Hacker

APRIL 26, 2022

For companies ready to make an evolutionary change versus an incremental growth change, it’s going to take a complete revision of how to position, equip, and unify sellers into a true RevOps function. Why RevOps must unify the buying and selling journeys. powered by Sounder. powered by Sounder.

Innovation 83

Innovation Consulting Leadership Revenue 83

Casey Accidental

OCTOBER 31, 2022

Fortunately, there are some easy ways to navigate this puzzle to make the journey to product/market fit less amorphous. Local Network Effect: every seller within certain area makes the product better for every buyer within certain area and vice versa e.g. Grubhub, Ritual. I have written a lot about product/market fit in the past.

Product Marketing 131

Product Marketing Marketing Scale Software Review 131

FastSpring

FEBRUARY 25, 2021

We’re continually working to make it easier for our sellers to sell globally so it’s pretty much tax season every day here at Fastspring! South Africa and Russia do not allow tax exemption to be completed by a seller; instead, it is handled internally between the buyer and their taxing authority.

Payment Methods 78

Payment Methods Engineering Payment Features Payments 78

Intercom, Inc.

APRIL 28, 2022

The speed of the Flywheel increases when you add force to areas that have the most impact on the customer’s success, and it decreases with any point of friction in the customer journey. Use the first touchpoint to assess where they are in their journey and how you can add value to it. Short on time?

Scale 118

Scale Technical Review Scaling Retention 118

Neil Patel

APRIL 15, 2021

Walmart Marketplace is where third-party sellers can upload, manage, and sell their products on Walmart’s website. The buyer journey is truly omnichannel in the modern world, with 35 percent of Walmart shoppers researching products on Walmart.com before they go to a physical store. If a company counted roughly half of the U.S.

Advertising 112

Advertising Social Media Branding Engineering 112

Sales Hacker

APRIL 5, 2022

Efficiently moving buyers through their buying journey. With Freshsales, you can develop digital customer journey maps and integrate advanced digital commerce, capabilities. In this episode, we have Andy Paul , author of Sell Without Selling Out. powered by Sounder. Building deeper relationships with your buyers. The last is Pavilion.

Scale 78

Scale Sales Underperforming Technical Team Compensation 78

ChurnZero

FEBRUARY 8, 2022

ChurnZero, a leading Customer Success software platform, today announced it has been named to G2’s 2022 Best Software Awards, placing #31 on the Project Management Products list and achieving the highest rating for Customer Success software. ChurnZero previously made the list as being named one of the Fastest Growing Products in 2020.

Software Review 52

Software Review Technical Review Software Marketplace as a Service 52

Sales Hacker

JULY 31, 2020

Sellers are three times more likely to struggle with mental health symptoms than the average American. 2 in 5 sellers struggled with mental health in 2019, and these numbers were from last year. What do you think that means for sellers now that the national average is 33% ? So strap in, because it’s about to get real, folks.

Technical Review 104

Technical Review Development Team Review Underperforming Technical Team Social Media 104

Intercom, Inc.

JULY 26, 2022

On the other hand, customers are more likely to stay with a company that is engaged throughout the entire customer journey. On the other hand, customers are more likely to stay with a company that is engaged throughout the entire customer journey. Customer success is important because it adds value to the brand-customer relationship.

Customer Success 129

Customer Success B2C Churn Systems Review 129

Sales Hacker

MARCH 8, 2021

Our goal is to present a new way for sellers to build more accurate and collaborative customer engagements and for leaders to create more predictability into their models. It’s a complex and elusive process because sales doesn’t exist in some mathematical vacuum. P eople are part of the process. Two flaws in customer interaction.

Forecasting 68

Forecasting Sales Systems Review Engagement 68

FastSpring

DECEMBER 18, 2020

According to Statista, B2B sales are now 6X larger than the business-to-consumer (B2C) market. A 2018 survey found that nearly half of companies make 50–74% of all their corporate purchases online. It comes down to having an online presence, understanding buyers’ needs, and, most importantly—a platform that can handle transactions.

Payment Methods 148

Payment Methods B2B Outsourcing Services Payment Services 148

Sales Hacker

MAY 26, 2021

Mary Shea defines this term in her recent article Unleash: A New Cohort of Revenue Innovators Comes of Age : noun — a new cohort of revenue leaders who put buyers at the center of their strategies, who arm their sellers with the most innovative sales technologies, and who over-index on data, rather than intuition to inform their business decisions.

Data 97

Data Innovation Interviewing Revenue 97

Sales Hacker

SEPTEMBER 2, 2023

AI-guided selling: Drives seller effectiveness and efficiency by delivering feedback on deal-related efforts and prescriptive guidance on what actions to take next, based on AI analysis. Happy Saturday GTM’ers. Hopefully you’re not in your inbox right now and you’re out enjoying the long weekend. Thanks for reading The GTM Newsletter!

AI 78

AI Revenue Scale ChatGPT 78

Kellblog

AUGUST 18, 2023

In that folder, there are 21 posts with PLG (product-led growth) in the draft copy and 5 with PLG in the title. It’s a topic I’ve always been interested in, but two things have prevented me from attempting a seminal post on PLG. There is so much great work out there already. Thus the drafts remain unfinished.

Benchmarks 77

Benchmarks Systems Review Enterprise Software Review 77

InsightSquared

SEPTEMBER 21, 2020

At its core, revenue intelligence answers the questions: “Why are my top sellers so effective?” To be honest, it’s a question CROs and sales leaders have been asking as long as there have been sellers. It started with marketing, and a proliferation of tools to help companies follow contacts through the buyer’s journey.

Machine Learning 62

Machine Learning Artificial Intelligence Forecasting Revenue 62

User Pilot

MARCH 25, 2024

Seller Discretionary Earnings (SDE) is a valuation method used for smaller companies. To improve your company valuation, reduce churn by optimizing the customer journey , use feedback to improve customer experience, optimize your pricing strategy, focus on account expansion , and leverage product virality for customer acquisition.

SaaS 92

SaaS Customer Lifetime Value Acquisition Metrics 92