The New (Breakout) Growth Formula: Customer Success + Predictive Sales

Sales Hacker

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. To succeed, you need to trust the data and step into predictive sales. How Customer Success Drives Predictive Sales and Marketing.

“The Secret to SMB Sales” Accel Partner Andrei Brasoveanu and Doctolib Chief Development Officer Agnes Bazin

SaaStr

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. The topic of the day is secret to SMB sales.

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Creating Self-Service Customer Success That Works for Everyone

OpenView Labs

Part 1: Onboarding and Customer Marketing. Your self-service customer success model can benefit all size businesses and yes, Customer Success Managers (CSM), if it’s done correctly. Excellent self-service customer success resources can solve this problem.

Customer Success & Finance: Get Aligned!

ChurnZero

This week we hosted a well-attended webinar on – Customer Success & Finance: Get Aligned! Getting a customer to retention and its financial impact. The webinar discussed the process and impact of the renewal from both the Customer Success and Finance point of view.

Predictions for Customer Success in 2019

ChurnZero

But what if you could have a better idea of the changes 2019 has in store for Customer Success professionals? We’ll see more applications of AI in Customer Success, but these will mostly be behind-the-scenes. Increases self-service for customers across all segments.

“The Secret to SMB Sales” Accel Partner Andrei Brasoveanu and Doctolib Chief Development Officer Agnes Bazin (Video + Transcript)

SaaStr

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. The topic of the day is secret to SMB sales.

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PODCAST 29: The Customer Success Organization Structure that Creates Alignment & Drives Growth w/ Nick Mehta

Sales Hacker

This week on the Sales Hacker podcast, we interview well-known SaaS executive & Gainsight CEO, Nick Mehta. If you missed episode 28, check it out here: PODCAST 28: How High Growth SaaS Companies Build and Lead Sales Teams w/ Chris Degnan. Subscribe to the Sales Hacker Podcast.

From SMB to Enterprise: A 2-Step Strategy to Boost Adoption & Growth

Sales Hacker

In June, CNBC reported that recently listed cloud software companies were getting crushed for poor sales execution. Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. 2 rules for transitioning from SMB to enterprise.

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Predictions for Customer Success in 2019

ChurnZero

But what if you could have a better idea of the changes 2019 has in store for Customer Success professionals? We’ll see more applications of AI in Customer Success, but these will mostly be behind-the-scenes. Increases self-service for customers across all segments.

PODCAST 04: How to 10x Your Business with Customer Success

Sales Hacker

On this episode of the Sales Hacker podcast, we talk with Emmanuelle Skala , VP of Customer Success at Toast. We talk about how to increase revenue from existing customers with a strong customer success team. How to organize and structure a Customer Success team with a specific focus on Customer Experience. The transformative moments in customer experience that driver customer delight. Customer Success at Toast.

What Sales Operations Can Learn from Restaurants

InsightSquared

In the past, I wrote about how sales reps can leverage the ideas of Mise en Place to master organizing their own day. A clear example is outbound prospecting teams that will often need to reference a nearby customer in their talk tracks.

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How To Keep Your Customers For a Decade. Or Longer.

SaaStr

Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means. And the law of Power Laws and Large Numbers means that, obviously, Adobe has closed far more customers under its watch than I ever did.

The Pressure to Move Up Market Facing SMB SaaS Startups

Tom Tunguz

New Customers per Year 1333 6667 13,333 33,333 66,667 133,333. When an SMB SaaS startup is young with quickly growing revenues, more of the same works. Fast-forward two years when the company is at $5M in ARR and the business needs to be adding 13,333 customers each year. At $25M in ARR, suddenly the 100% growth figure demands 33,333 customers. For some SMB SaaS companies, generating this kind of lead volume even at scale isn’t a challenge.

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PODCAST 53: Transitioning to Move Upmarket from SMB to Enterprise w/ David Katz

Sales Hacker

This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise.

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What To Expect At Revenue Summit 2018—Aligning Sales, Marketing & Customer Success

Sales Hacker

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. The Revenue Summit is the only conference with a true focus on aligning sales, marketing and customer success through the lens of technology, empowering B2B leaders to accelerate full funnel growth. Jaimie Buss – VP of Sales (Americas), Zendesk.

What To Do When a Customer Doesn’t Pay? Let it Go and Move On.

SaaStr

As you begin to scale and add a sales team, you’ll encounter more and more drama with “bad” customers. These so called “bad” customers from a sales team perspective will include: Folks that share licenses that shouldn’t be. Sales will get mad they aren’t buying more seats. Folks that use SMB or other editions that should be on your more expensive enterprise plans. So when a customer wants to leave, let them go.

SaaStr Podcasts for the Week with Pleo and Talkdesk — September 4, 2019

SaaStr

How does the product build in the early days differ when building for SMB vs enterprise? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally? How does Jeppe think about being customer informed but not customer-driven?

8 Tough Lessons from Closing 12,000 Customers at WebPT (Video + Transcript)

SaaStr

Today for about the next 40 minutes, we’re going to talk how both of you and your respective teams helped propel WebPT to become and industry leader and emase I think it’s now 13 thousand customers around the globe. Then I went over to the sales department.

SaaStr Podcasts for the Week with Pipe and MessageBird — March 13, 2020

SaaStr

Why does Harry believe investing in customer success is far more important than customer acquisition? * And I think the SMB mid-market sector is actually what’s fueling this tremendous growth we’re seeing year over year.

SaaStr Podcasts for the Week with Chargebee and Glassdoor — November 1, 2019

SaaStr

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? First, what is continuous customer development?

SaaStr Podcasts for the Week with Airtable and Shopify Plus — October 25, 2019

SaaStr

276: Liat Bycel is VP of Customer Engagement @ Airtable, the startup that works like a spreadsheet but gives you the power to organise anything. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices.

SaaStr Podcasts for the Week with Redpoint Ventures, Felicis Ventures, and Adyen — November 22, 2019

SaaStr

As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. Why does it suggest misalignment between customer and vendor from Day 1?

SaaStr Podcasts for the Week with Pleo and Talkdesk — October 4, 2019

SaaStr

How does the product build in the early days differ when building for SMB vs enterprise? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally? How does Jeppe think about being customer informed but not customer-driven?

“7 Tips and Tricks to having happy customers at Scale” New Relic EVP, Roger Scott (Video + Transcript)

SaaStr

Customer expectations are at an all-time high, making it more and more difficult for companies to please them. Companies who understand their customers well are the ones who rise to the top over their competitors. As I was introduced, we have 17,000 customers.

SaaStr Podcasts for the Week with Kustomer, Google Cloud, and Zenoss — August 8, 2019

SaaStr

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. How do you think about sales rep onboarding?

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A Founder’s Guide to Getting More Leads – ASAP (Video + Transcript)

SaaStr

Salesforce, Yammer, Box, Viva, Success Factors, and of course Gusto and Zoom, which are represented here today. And how much do you think coming from the industry for so long has been a key to your success at Zoom? Because we don’t just help our customers pay people.

Matching Price to Value: 3 Lessons in Monetization from Menlo Ventures (Video + Transcript)

SaaStr

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. This is a mobile solution for SMB’s to send an invoice and get paid. One prospective customer told us, you’re the Apple of your category.

SaaStr Podcast #220: Leyla Seka, EVP @ Salesforce Mobile Discusses What Needs To Be In Place For Hyper-Scale

SaaStr

I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB. When I started at Salesforce, we were SMB mid market, right, that’s really where we lived. Like what’s best for the customer, what’s best for the customer.

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The Playbook to Building a Thriving Sales Culture with PatientPop SVP of Sales Justin Welsh (Video + Transcript)

SaaStr

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop.

PODCAST 49: KPIs to build World-class Customer SuccessOrganisation w/ Roger Scott

Sales Hacker

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. Roger is a world class technology executive who has spent the last 25 years in customer facing roles, first at Oracle and now at New Relic. Growing the Customer Base [10:16].

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Sales Stack 2020: The Tools

yoursales

Sales Stack 2020. Sales Tools for Professional Sales. SALES STACK 2020: THE TOOLS SALES STACK 2020: THE TOOLS. W elcome to "Sales Stack 2020 - Sales Tools for Professional Sales". Which sales tools best support your sales process?

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Sales Stack 2020: The Tools

yoursales

SALES STACK 2020. Sales Tools for Professional Sales. SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS. W elcome to "Sales Stack 2020 - Sales Tools for Professional Sales". Which sales tools best support your sales process?

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Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

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Sales Stack 2019: The Tools

yoursales

SALES STACK 2019 SALES TOOLS FOR. PROFESSIONAL SALES SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS I t’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. You’ll get lots of content from us along with advice for your sales process. The focus for 2019 is going to follow this prioritized order: Which customer journey experience are you creating?

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Sales Stack 2019: The Tools

yoursales

SALES STACK 2019 SALES TOOLS FOR. PROFESSIONAL SALES SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS I t’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. You’ll get lots of content from us along with advice for your sales process. The focus for 2019 is going to follow this prioritized order: Which customer journey experience are you creating?

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Everything we’ve learned about scaling sales

Inside Intercom

? ?. In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team.

Sales Stack 2018: The Tools

yoursales

SALES STACK 2018 SALES TOOLS FOR. PROFESSIONAL SALES SALES STACK 2018: THE TOOLS SALES STACK 2018: THE TOOLS. I n an ever evolving world, we in the business of selling SaaS have to embrace and stay ahead with the latest sales tools that are emerging in the market. These tools are what we use to deliver elite services to our clients and strengthen our B2B sales processes. We’ve learned a lot since the first YourSales.com sales stack tools post.

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What The Downturn Will Probably Look Like in SaaS

SaaStr

What we learned from ’08-’09 in SaaS: First, SMB churn went through the roof — as SMBs went under much more quickly and often. Anyone processing a lot of SMB and credit-card deals saw churn probably double. But second, enterprise customers all renewed.

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SaaStr Podcasts for the Week with Gainsight and WP Engine — September 13, 2019

SaaStr

Ep.264: Allison Pickens is the COO @ Gainsight, the company that provides everything you need to turn your customers into your biggest growth engine. Why does Allison believe product marketing and customer success are the new sales and marketing?

How To Structure Your Sales Organization For Maximum Efficiency

Sales Hacker

In this blueprint, we provide insights on how to structure your sales organization. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional vs Modern Sales Organizational Structure. The Sales POD.