SaaStr

DECEMBER 20, 2022

In the top-down model, you have an economic buyer and mobilizers making this investment. By blending these two ideas of sales-led and product-led growth, a great marriage can happen between people who love the product and economic buyers. Those signals, over time, can lead to something great. . There’s no getting around it.

Revenue 130

Revenue Marketing Sales Mobile 130

SaaStr

NOVEMBER 8, 2023

You have to lead the team, live up to the values, hit quotas and targets, and make money. Being open about mistakes helps others see that you can win at business while still being human-first. What are the things that matter to you the most? Or are the most critical? Can you hold the people who work for you to those same standards?

Scale 257

Scale Sales Hiring SaaS Scaling 257

SaaStr

DECEMBER 23, 2022

Lesson #1: Speed to Lead. But would you be surprised to learn that it takes an average B2B sales team two days to respond to a lead? Businesses that respond to leads in less than five minutes are 100x more likely to connect and convert these opportunities. Prep your sales team. Build your marketing stack. Scale what works.

Scale 186

Scale Engineering Marketing Scaling 186

SaaStr

MARCH 31, 2021

Instead of writing hypothetical ways Intent data can drive more warm leads to your ABM pipeline, I’ve picked 9 ABM strategies (tried and proven) that uniquely showcase the true value of how Intent can transform your marketing ROI using personalized B2B outreach. Target buyers with precision throughout the journey, across platforms .

Strategy 159

Strategy B2B Sales Enablement Advertising 159

SaaStr

APRIL 4, 2022

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. . But this narrow approach limits our ability to understand how to create a solid pipeline and inhibits us from understanding the end-to-end prospect journey.

Scale 257

Scale Revenue Scaling Marketing 257

SaaStr

JULY 29, 2021

As the sales landscape evolves and buyers grow more independent, it can be tricky for sales teams to figure out how to build trust and connect with their prospects. Understand Your Buyer. Over the last few years, the conversation has centered on the evolution of the buyer’s journey and how much more well-informed prospects are today.

Sales 246

Sales Social Media Marketing Branding 246

User Pilot

APRIL 21, 2024

A well-designed conversion path makes the buyer’s journey more intuitive. From the business perspective, a good conversion path helps teams qualify leads, offer a better customer experience , and build stronger customer relationships. Wondering how to build a conversion path for your SaaS product or e-commerce site?

SaaS Payments 81

SaaS Payments Payment Services Payment Methods Payment Solutions 81

Intercom, Inc.

APRIL 30, 2020

According to their Technology Partnerships Lead Truman So, “Our partnership with Intercom has resulted in over $100,000 in impacted revenue in the last year alone, with the majority of these customers citing the Clearbit-Intercom app as a primary driver for purchase.”. Partnerships have always been key to the way we work at Intercom.

Outsourcing Services 223

Outsourcing Services Outsourced Development Consulting Retention 223

SaaStr

DECEMBER 5, 2023

The one thing founders don’t do early enough is scope, engage, and nurture all stakeholders involved, not just the economic buyer or technical champion but the broader organization. Let’s look at the why, the when, and a warning. We’ve already mentioned the why. People start with the push to go upmarket vs. being pulled upmarket.

Scale 206

Scale Enterprise readiness compliance Enterprise 206

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. At the same time?

Scale 282

Scale Sales Hiring Sales Marketing 282

User Pilot

FEBRUARY 26, 2024

While the marketing funnel analysis assesses how well you attract customers , the sales funnel analysis focuses on nurturing marketing-qualified leads and closing deals. While the marketing funnel analysis assesses how well you attract customers , the sales funnel analysis focuses on nurturing marketing-qualified leads and closing deals.

Marketing 89

Marketing Sales Funnel Forecasting Customer Lifetime Value 89

User Pilot

FEBRUARY 25, 2024

Funnel analysis examples can help product managers find the missing puzzle pieces to improve user journeys. Here’s how to perform conversion funnel analysis for a specific user journey: Create your user personas. Map out each stage in the customer journey. Visualize the journey with a funnel analysis chart. Review funnel.

SaaS Payments 90

SaaS Payments Payment Services Payment Methods Payment Solutions 90

Totango

MARCH 19, 2021

The traditional customer journey infographic envisioned the customer’s experience from a sales and marketing standpoint, visualizing a funnel marking the steps from a lead acquisition through a sale, also known as the buyer’s journey. Keep in mind that onboarding can also begin in the presales process.

Sales Recruiting 124

Sales Recruiting Onboarding Branding Retention 124

SaaStr

JANUARY 21, 2022

You might feel confused about where to begin, how to scale up, which mistakes you should avoid, and things you should consider before expanding. Overview: Grammarly’s Enterprise Evolution. Now, let’s look at ten learnings that Dorian gathered while scaling Grammarly from a Consumer to an Enterprise brand with B2B offerings.

Scale 224

Scale SMB Enterprise Sales Hiring 224

Incredo

JANUARY 21, 2020

Just like texting but for businesses.” or “ Conversational marketing is the process of having real-time on-on-one conversations in order to capture, qualify, and connect your best lead. ”. Conversational marketing has conquered the SaaS industry long ago. Stay us till the end. What is conversational marketing and how does it work?

Marketing 313

Marketing SaaS Social Media Customer Support 313

Totango

APRIL 9, 2024

Is 2024 the year of customer success or sales? They unanimously agreed that 2024 is the year of the ICP (Ideal Customer Profile). Here’s a snapshot of their other “hot takes” from their discussion and some key takeaways. Here’s a snapshot of their other “hot takes” from their discussion and some key takeaways.

Scale 106

Scale Sales Compensation Customer Success 106

SaaStr

DECEMBER 30, 2022

Enter sales-driven product experience: A growth approach that uses your sales reps to guide qualified leads and close deals. Every business wants to catapult to success and become profitable. Having a unique product doesn’t guarantee that users will buy it, but it starts with building an initial user base and expanding it further.

Scale 216

Scale Scaling Revenue Enterprise 216

SaaStr

SEPTEMBER 29, 2023

Naturally, demand is going to lead to a ton of supply. The wrong way to build multiple products is… Building random products you think your buyer might want. Think of the user journey and the people who are using your products. Think of the user journey and the people who are using your products. That’s unbelievable!

Scale 252

Scale Scaling Startup Sales Hiring 252

SaaStr

JANUARY 24, 2024

Mark Roberge , SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. From a GTM execution standpoint, they weren’t focused.

Scale 246

Scale Sales Hiring Scaling Revenue 246

Totango

FEBRUARY 23, 2024

You want that customer to stay with you a long time and potentially become a repeat buyer or an advocate to bring more prospects into the top of your funnel.” You want that customer to stay with you a long time and potentially become a repeat buyer or an advocate to bring more prospects into the top of your funnel.”

Scale 91

Scale Customer Lifetime Value Acquisition Customer Success 91

Unbounce

JUNE 22, 2021

That’s why we call it “the buyer’s journey.” And like most journeys, it usually takes a little while to get to the destination. When you understand this journey and know where your consumers are within it, you can serve up customized content and landing pages optimized for each phase of the decision-making process. .

Education 133

Education Branding Software Review B2B 133

Totango

AUGUST 23, 2022

B2B Customer Journey Touchpoints: A Guide for CS Teams. B2B customer journey touchpoints mark the roadmap toward successful outcomes for clients and CS teams. In this way, customer journey B2B touchpoints serve as a powerful tool for increasing the effectiveness of your customer success strategy. What type of medium is used.

B2B 115

B2B Payment Methods Payments SaaS Payments 115

Neil Patel

MARCH 9, 2021

The biggest brands in the world understand one simple truth: Not all leads are created equal. Having the ability to find and convert high-quality leads is what keeps these brands successful. Today, we’re taking a page out of their book and focusing on the quality of leads. What is Lead Scoring? Why do lead scores matter?

Scale 115

Scale Underperforming Technical Team Metrics B2B 115

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 226

AWS Scale Sales Hiring Marketing 226

FastSpring

DECEMBER 18, 2020

It comes down to having an online presence, understanding buyers’ needs, and, most importantly—a platform that can handle transactions. It comes down to having an online presence, understanding buyers’ needs, and, most importantly—a platform that can handle transactions. In this piece, we’re going to explore.

Payment Methods 148

Payment Methods B2B Outsourcing Services Payment Services 148

Subscription Flow

NOVEMBER 17, 2023

Now more than ever, it is crucial for businesses to invest in SaaS customer journey in this era of the complete overhaul of the digital world. Optimizing your marketing and sales campaigns is nearly hard to do without a thorough understanding of your entire customer journey. What is SaaS customer journey?

SaaS Payments 52

SaaS Payments SaaS Payments Payment Services 52

SaaStr

SEPTEMBER 17, 2021

After a 16 year journey, Vimeo recently IPO’d at $330m+ in ARR, growing a stunning 56%! (!). Lean In Early With a Strong Lead on International Expansion — Even Now. Anjali’s top learning on going global is to lead in with a great GM and a small team in each key geo. More on that here. Celebrate the Wins.

Enterprise 255

Enterprise Scale Sales Hiring Headcount 255

Neil Patel

JULY 31, 2021

A conversion funnel is a visual representation of the stages in a buyer’s journey, from the moment they land on your page until they complete a purchase. The AIDA model is the traditional way to track the customer journey. Awareness: First, a person discovers your brand and becomes a lead. Let’s take a look.

Software Review 145

Software Review Social Media Sales Funnel Branding 145

Sales Hacker

MARCH 25, 2021

Newsflash: buyer personas are useless. Or any of the other buyer personas you so carefully put together? Now that we’ve got your attention, we can come clean: buyer personas aren’t really useless. Now that we’ve got your attention, we can come clean: buyer personas aren’t really useless. “This is Terry the Tech Exec.

Scale 112

Scale Underperforming Technical Team Outsourcing Services Sales Enablement 112

Sales Hacker

SEPTEMBER 29, 2023

Over the past year, we’ve had tons of founders ask where they should be prioritizing their marketing dollars and resources considering the wild economic year that 2023 has unfolded as. The annual Gartner 2023 CMO Spend and Strategy Survey was conducted in March and April 2023. Thanks for reading The GTM Newsletter! So, what is ACTUALLY working?

Scale 100

Scale Marketing AI Search ChatGPT 100

SaaStr

MARCH 10, 2022

Harnessing a Unique Culture by Leading with Empathy and Courage. SaaStr Build 2022 our first digital mega event of the year, is just a few days away! Focusing on how to build better, strong faster products to $100M and beyond, SaaStr Build is a live, global digital event on Wednesday, March 16 th. Building a Community.

Scale 222

Scale SMB Scaling Startup 222

Neil Patel

OCTOBER 27, 2021

Google may release a new algorithm, tanking one of your top-performing posts and a lucrative lead source with it. Reviewing your core metrics and goals each quarter paints a current picture of your journey. Let me guess. After all, you’re doing everything right. You’re publishing new content consistently. Yet, crickets.

Technical Review 145

Technical Review Social Media Trends Engineering 145

SaaStr

JULY 19, 2023

While lost deals have an impact, the real revenue bottleneck may lay elsewhere in the buyer journey. Are the leads converting? Markets have been all over the place, layoffs occurred, and investors weren’t funding as much as usual. Do you have an implementation backlog? How long is the onboarding cycle for a new customer?

Revenue 230

Revenue Acquisition Technical Review Systems Review 230

Sales Hacker

OCTOBER 10, 2022

In this article, I’ll walk you through bridging the gap between L&D and sales enablement for your sales teams to create a culture of continuous learning that leads to super-powered sales reps. After their initial 90 days, your new sales reps likely feel ready to interact with buyers and lead sales calls. Talk tracks.

Sales 93

Sales Sales Enablement Onboarding Retention 93

Intercom, Inc.

FEBRUARY 25, 2021

Few people are as passionate about customer experience as Annette, the founder and CEO of consulting firm CX Journey Inc. Bobby Stapleton , our Senior Manager of Customer Support for North America, recently caught up with Annette to chat about getting to know the customer and why personas and journey mapping are the perfect tools to do it.

Scale 211

Scale Consulting Interviewing Customer Support 211

User Pilot

FEBRUARY 3, 2023

You can use CES , CSAT , and NPS surveys across the entire customer journey. Buyer personas are great to turn to when planning your marketing campaigns or when you want to make product improvements. Effective customer analysis is the key to business success. Then, collect direct customer feedback with in-app surveys.

Software Review 92

Software Review Social Media Underperforming Technical Team Interviewing 92

SaaStr

NOVEMBER 3, 2023

A Glance at Toast’s Hypergrowth Journey When Jonathan joined Toast as the SVP of Sales, the company was Series B with $20M in ARR. We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B Jonathan joined Toast as the SVP of Sales in 2017. and across the globe.

Payment Methods 211

Payment Methods Acquisition Scale Payments 211