INDUSTRY INSIGHTS YOUR PEERS ARE READING
2019 has been the year of disruption. From the growth of the revenue operations model to the introduction of new technology solutions that enhance business leader’s abilities to make better decisions, changes are happening daily in the B2B world, and more are sure to come in 2020. MORE
Although most of us aren’t quite approaching $1b in ARR, we can still learn from the leaders. We last checked in on Slack as it was IPO’ing. Now with some time as a public company under its belt, what can we learn from them? MORE
288: Des Cahill is the Chief Marketing Officer for Oracle CX Cloud Suite, an integrated set of marketing, sales, commerce and service solutions that power customer experience for thousands of leading global brands. MORE
The B2B buyer’s journey is not the same as it was ten or even five years ago. Nowadays, B2B buyers perform an average of 12 searches online before engaging with a business. The shift in customer buying behavior is forcing marketers to modernize their marketing strategy. MORE
Your business is successful because you deliver value to customers. Their growth supports your growth, and advocating for them with help you both be successful. Customer advocacy is the art of learning what customers need and working to help them gain the value that is in their best interest. MORE
In November, two spectacles occurred. The first is Dreamforce, Salesforce's annual event and the largest software conference in the world. The second is Elon Musk announcing the Tesla Cybertruck. Benioff and Musk use these events strategically. They engender an operational cadence to Salesforce and Tesla. There's no feeling like launch day. It's the day you reveal to the world the sumtotal of your team's efforts for weeks or months. MORE
In this week's sales brief, we cover a variety of sales articles from around the web, including an awesome piece by from Gong.io , revealing some fascinating data sourced from a huge pool of real sales call recordings. MORE
Q: How did Masayoshi Son trust WeWork at its founder so quickly? He has met Adam Neumann for only 4 minutes and decided to invest $4.4 billion. Pattern-matching. It what almost all investors do. At least the heads of investing firms. MORE
130 When hiring sales reps, what qualities do you look for? This was the question Scott Barker posted recently on LinkedIn. It gets you thinking, doesn’t it? MORE
? ?. Over a few decades, SaaS has evolved from a lofty concept to an integral part of the modern business landscape. In many respects, it’s now almost impossible to envisage a work environment that doesn’t rely on a SaaS product in some shape or form. MORE
Q: How many employees does a SaaS company have at 100M ARR? It used to be about 500. Now it’s often closer to 1000, with Unicorns raising so much more private capital than before. MORE
Salespeople, beware…. If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). MORE
This is a guest post by Meira McFarquhar, Content Specialist at Sendoso. . The CSM’s Guide to Holiday Gift Giving. Customer Success Managers have a lot on their plate. . MORE
In sales, and in life, there are few traits more important than genuine confidence – the confidence that people exude when they are simply being themselves. When you can access that state, and harness it for the betterment of yourself and your job, you can move mountains.and close lots of deals, and Alex Perry explains how to do it! The post How to show up confidently anywhere (including sales calls!) with Alex Perry appeared first on Predictable Revenue. MORE
Not that long ago, the notion that you could send a message straight into the pockets of millions of people, capturing their attention at the touch of a button, would have sounded like the stuff of a marketer’s dreams – but that’s exactly what push notifications offer. MORE
Q: Could you tell about the very first time you approached investors and how you proceeded in detail? The first time I approached investors it went well — until I blew it. I did start off with some privilege. While I hadn’t raise money before myself, my past bosses had. MORE
Recurring revenue is the lifeblood of subscription companies, and for good reason. First, it lowers the activation energy required for companies to try the product. Companies can try the product before committing to a multi-year license. MORE
Defy Colorado is a nonprofit organization that helps individuals with criminal histories — who they call Entrepreneurs in Training — create legal business ventures outside of prison. MORE
Do you trust the data in your CRM? The data that guides your forecast and helps you determine the next sales action reps should take? . If you don’t, you’re not alone. . In a short poll held during our latest webinar , only 22% of participants responded they had “high trust” in their data. MORE
If they’re doing their job, SaaS marketers can tell you how many leads they’re attracting, how many convert into paying customers, where the leads are coming from, and even how much they’re paying for them. That’s all useful information that should be collected in your CRM system. MORE
In the previous post, I introduced the idea of an inverted demand generation (demandgen) funnel which we can use to calculate a marketing demandgen budget based given a sales target, an average sales price (ASP), and a set of conversion rates along the funnel. MORE
The way in which people buy and use software is drastically changing. Consumers are more eager to try a product than to converse with a salesperson—paving the way for a product-led growth approach. MORE
Customer Success Managers (CSMs) work hard to provide the best customer experience possible by prioritizing customer needs and helping them throughout the customer journey. They monitor the customer experience and their achievement of value. MORE
Sales Around the World is a new series that explores the dynamics of selling in different markets and different countries. To launch this series, we’ve asked Aurelien Mottier , a Frenchman based in the UK, to share his thoughts on how sales differ from one country to another. About Aurelien Mottier. MORE
Whether someone’s a new subscriber, recent opt-in, or existing customer, how you leverage email marketing automation can make or break their relationship with your business. Especially customer support. MORE
SaaStr
DECEMBER 6, 2019
Q: How many employees does a SaaS company have at 100M ARR? It used to be about 500. Now it’s often closer to 1000, with Unicorns raising so much more private capital than before.
InsightSquared
DECEMBER 4, 2019
Do you trust the data in your CRM? The data that guides your forecast and helps you determine the next sales action reps should take? . If you don’t, you’re not alone. . In a short poll held during our latest webinar , only 22% of participants responded they had “high trust” in their data.
TechStars
DECEMBER 3, 2019
Defy Colorado is a nonprofit organization that helps individuals with criminal histories — who they call Entrepreneurs in Training — create legal business ventures outside of prison.
Predictable Revenue
DECEMBER 5, 2019
In sales, and in life, there are few traits more important than genuine confidence – the confidence that people exude when they are simply being themselves. When you can access that state, and harness it for the betterment of yourself and your job, you can move mountains.and close lots of deals, and Alex Perry explains how to do it! The post How to show up confidently anywhere (including sales calls!) with Alex Perry appeared first on Predictable Revenue.
Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC
If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.
Tom Tunguz
DECEMBER 1, 2019
In November, two spectacles occurred. The first is Dreamforce, Salesforce's annual event and the largest software conference in the world. The second is Elon Musk announcing the Tesla Cybertruck. Benioff and Musk use these events strategically. They engender an operational cadence to Salesforce and Tesla. There's no feeling like launch day. It's the day you reveal to the world the sumtotal of your team's efforts for weeks or months.
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SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
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SaaStr
DECEMBER 6, 2019
288: Des Cahill is the Chief Marketing Officer for Oracle CX Cloud Suite, an integrated set of marketing, sales, commerce and service solutions that power customer experience for thousands of leading global brands.
Practical Advice on SaaS marketing
DECEMBER 3, 2019
If they’re doing their job, SaaS marketers can tell you how many leads they’re attracting, how many convert into paying customers, where the leads are coming from, and even how much they’re paying for them. That’s all useful information that should be collected in your CRM system.
Totango
DECEMBER 5, 2019
Your business is successful because you deliver value to customers. Their growth supports your growth, and advocating for them with help you both be successful. Customer advocacy is the art of learning what customers need and working to help them gain the value that is in their best interest.
Sales Hacker
DECEMBER 6, 2019
Salespeople, beware…. If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t).
Speaker: Terhi Hanninen, Senior Product Manager, Zalando, and Dr. Franziska Roth, Senior User Researcher, Zalando
It's important to know your users - what are their preferences, pain points, ultimate goals? With user research and usage data, you can get a great idea of how your users act. The tricky part is, very few users reliably act the same way every time they use your product. Join Terhi Hanninen, Senior Product Manager, and Dr. Franziska Roth, Senior User Researcher at Zalando, as they explain how they were able to reach a new level of user understanding - by taking their user research and segmenting their users by point-in-time intent. You'll leave with a strategy to change how your product team, and organization at large, understands your users.
Inside Intercom
DECEMBER 6, 2019
Not that long ago, the notion that you could send a message straight into the pockets of millions of people, capturing their attention at the touch of a button, would have sounded like the stuff of a marketer’s dreams – but that’s exactly what push notifications offer.
SaaStr
DECEMBER 5, 2019
Although most of us aren’t quite approaching $1b in ARR, we can still learn from the leaders. We last checked in on Slack as it was IPO’ing. Now with some time as a public company under its belt, what can we learn from them?
ChurnZero
DECEMBER 6, 2019
This is a guest post by Meira McFarquhar, Content Specialist at Sendoso. . The CSM’s Guide to Holiday Gift Giving. Customer Success Managers have a lot on their plate. .
Totango
DECEMBER 3, 2019
Customer Success Managers (CSMs) work hard to provide the best customer experience possible by prioritizing customer needs and helping them throughout the customer journey. They monitor the customer experience and their achievement of value.
Speaker: Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies
Innovation is both a process and an outcome. The best way to begin innovating your products is by innovating your internal process. We'll explore the challenges, solutions, and hands-on techniques for becoming a successful "agent of change" within a well-established product culture. We'll examine the importance of UX and user-centric feature analysis, the adaptation of Agile Methodologies to the creative process, as well as a way to drive successful culture change for setting expectations and winning approvals with cross-functional stakeholders. Innovation and Leadership go hand in hand. Join Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies, as we assess some case studies to see how to lead with a clear strategy well-defined tactics, and an unbiased understanding of the fundamental question: "why are you innovating?"
Sales Hacker
DECEMBER 2, 2019
Sales Around the World is a new series that explores the dynamics of selling in different markets and different countries. To launch this series, we’ve asked Aurelien Mottier , a Frenchman based in the UK, to share his thoughts on how sales differ from one country to another. About Aurelien Mottier.
Close.io
DECEMBER 6, 2019
In this week's sales brief, we cover a variety of sales articles from around the web, including an awesome piece by from Gong.io , revealing some fascinating data sourced from a huge pool of real sales call recordings.
SaaStr
DECEMBER 4, 2019
Q: How did Masayoshi Son trust WeWork at its founder so quickly? He has met Adam Neumann for only 4 minutes and decided to invest $4.4 billion. Pattern-matching. It what almost all investors do. At least the heads of investing firms.
ProfitWell
DECEMBER 6, 2019
The way in which people buy and use software is drastically changing. Consumers are more eager to try a product than to converse with a salesperson—paving the way for a product-led growth approach.
Speaker: Dean Yao, Sr. Director of Product Marketing, Logi Analytics
Businesses are run with analytics - but companies continue to struggle with interpreting, analyzing, and distributing data. Operational reports help get information to the people who need it most, in formats they understand, and in a timeframe that matters. Join the webinar to learn how embedding operational reports can give your users a precisely formatted, ready-to-analyze view of their operational activities. World-class software teams are embedding operational reports to empower end users with interactive data visualizations, detailed information, and highly precise formats that can be shared via email, PDF, print, or online.
Kellblog
DECEMBER 5, 2019
In the previous post, I introduced the idea of an inverted demand generation (demandgen) funnel which we can use to calculate a marketing demandgen budget based given a sales target, an average sales price (ASP), and a set of conversion rates along the funnel.
SaaS Metrics
DECEMBER 5, 2019
Just because you are a small retail business doesn’t mean you shouldn’t be on Instagram. Over the last 5 years consumer habits have been changing, previously we couldn’t get enough of the mass-produced items from the faceless corporations.
Inside Intercom
DECEMBER 5, 2019
? ?. Over a few decades, SaaS has evolved from a lofty concept to an integral part of the modern business landscape. In many respects, it’s now almost impossible to envisage a work environment that doesn’t rely on a SaaS product in some shape or form.
SaaStr
DECEMBER 3, 2019
Q: Could you tell about the very first time you approached investors and how you proceeded in detail? The first time I approached investors it went well — until I blew it. I did start off with some privilege. While I hadn’t raise money before myself, my past bosses had.
Speaker: Sam McAfee, Product Development Consultant, Startup Patterns
You know what they say: what's measured improves. As product managers we're in a golden age of being able to get all sorts of metrics and run all sorts of experiments. But what are your measurements and analytics focused on? Are they really truly objective? Do they contribute to the ultimate vision of your product? And is everybody clear on that vision? Join Sam McAfee, Product Development Consultant, as he takes you through a two-part measurement audit. First, you'll learn how to make sure your measurements actually align with your product strategy. And second, you'll learn how to evaluate your culture of using measurements, so future experiments will more consistently provide high-value results.
ProfitWell
DECEMBER 5, 2019
Recurring revenue is the lifeblood of subscription companies, and for good reason. First, it lowers the activation energy required for companies to try the product. Companies can try the product before committing to a multi-year license.
OpenView Labs
DECEMBER 5, 2019
The B2B buyer’s journey is not the same as it was ten or even five years ago. Nowadays, B2B buyers perform an average of 12 searches online before engaging with a business. The shift in customer buying behavior is forcing marketers to modernize their marketing strategy.
Sales Hacker
DECEMBER 5, 2019
When hiring sales reps, what qualities do you look for? This was the question Scott Barker posted recently on LinkedIn. It gets you thinking, doesn’t it?
Groove HQ
DECEMBER 4, 2019
Whether someone’s a new subscriber, recent opt-in, or existing customer, how you leverage email marketing automation can make or break their relationship with your business. Especially customer support.
Speaker: Sari Harrison, Product Management Instructor, Product School
As a product manager, it's your job to realize your product’s vision by executing your chosen strategy. It’s also your job to deliver value to the business. Ultimately, these two outcomes are aligned so the temptation is to focus primarily on business metrics. Doing this can cause you to lose focus on the real value you are trying to achieve, in favor of moving the vanity metrics such as launches and time spent. Join Sari Harrison, Product Management Instructor at Product School, as she explains how to use immeasurable success criteria along with your more standard KPIs to deliver products that don't just get used a lot, but deliver real value.
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