November, 2018

How to Build a 100-Day Plan to Grow Revenue

InsightSquared

We recommend that every quarter you pick one thing to improve about your sales process. If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more.

WebSummit Presentations

For Entrepreneurs with David Skok

I presented on two topics at WebSummit 2018 in Lisbon on November 6th. The slides and videos of those two presentations can be found below.

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Do You Lose Sales Opportunities Because of Sales Execution or Product Insufficiency?

Tom Tunguz

You have a good pipeline of prospective customers. You pitch them but things aren’t working out. You can see it in your low close rates. They are below 15-20% conversion from sales accepted lead to closed customer. You need to answer an important question: are you losing these opportunities because of sales execution or product insufficiency? Those are the two possibilities. Either the company’s sales techniques are failing to persuade customers to buy the product.

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How To Set-up Effective Split Testing For Your SaaS Company

Incredo

SaaS Marketing Strategy

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Founders: Please don’t allow anyone to screw your early backers

The Angel VC

Understanding the mechanics of founder re-ups in financing rounds This post will likely not make me more popular and might offend some people. But if your core beliefs on how business should be done are at stake, you can’t try to win the popularity contest.

More Trending

Your Sales Year is Coming to an End. Are you ready?

InsightSquared

It’s two weeks until December. Holiday music is already playing in every store you set foot into, your weekends are starting to fill with egg-nog and apple pie induced festivities and every morning you find yourself layering up with an extra hat or scarf before you step outside. Tis’ the season!

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2018 SAAS Private Survey Results- Part 1

For Entrepreneurs with David Skok

For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~385 private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in taking the survey! Thank you also to David Spitz (@dspitz) and the team at KBCM Technology Group for their. Startup Help SaaS SaaS business Sales & Marketing Machine Sales and Marketing

The Four Stages of Sales Compensation Structures in Early Stage Startups

Tom Tunguz

Your startup is just getting off the ground. You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. The sales team costs real money, and the question before the company is: how do you know what quota plan to assign to the account executives? I’ve seen four stages in early stage software companies. Some businesses employ all four, others just use one or two.

How to Write a Follow-Up Email That Actually Works

Sales Hacker

In sales, it’s almost never an immediate “yes.” In fact, “92% of salespeople give up after four ‘no’s’, but 80% of prospects say ‘no’ four times before they say ‘yes’.” That’s why failing to follow up on the sales emails you send can have a disastrous impact on your sales performance.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How Zapier Reached $35M ARR With This SaaS SEO Strategy

Ryan Berg

Want to drive more search traffic to your SaaS? In this case study, we’ll step outside the usual content marketing tactics most SaaS companies use. And look at how Zapier leverages SEO to drive millions of high intent searchers to their product every month.

Data-driven sales: 18 sales KPIs and metrics to grow your revenue faster

Inside Intercom

There are many parts to a high-performing sales organization – the right people, processes and strategy, to start. But today, the underlying backbone of all of it is the right data. That’s not to say there’s no art to practicing sales.

How to Build a 100-Day Play to Grow Revenue

InsightSquared

We recommend that every quarter you pick one thing to improve about your sales process. If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more.

2018 Private SAAS Company Survey- Part 2

For Entrepreneurs with David Skok

We recently released Part 1 results of our private SaaS company survey in partnership with KBCM Technology Group (formerly Pacific Crest Securities). This is the sixth annual survey we’ve produced together, which provides data to help SaaS companies benchmark their performance against their competition. In Part 1, we covered growth rates, go-to-market trends, and CAC Rations and CAC Payback. We’re excited to share Part.

Debt Financing Fuels Your Growth - on Your Terms. Zero Dilution.

The landscape of startup financing is changing. Learn why SaaS founders are turning to debt capital options like revenue-based financing.

SAP Buys Qualtrics; 2018 Catapulted to $65B in $1B+ M&A Volume

Tom Tunguz

Another week, another blockbuster software acquisition! This time SAP has agreed to purchase Qualtrics for $8B. Qualtrics is a Utah based provider of experience management software. Qualtrics writes and sells software to ask questions of employees and customers to help businesses improve customer experience, employee satisfaction products, and brand. Qualtrics had intended to go public this week. The company generated $342M in the last twelve months and had grown 27% annually.

How to Use the Right Sales Data to Shorten Your Selling Cycle

Sales Hacker

Like a long and arduous hike that seems to go on and on, a prolonged sales cycle can leave your team feeling drained, exhausted, wondering if they’ll ever reach the summit … and if they do, whether they’ll have the energy to climb the next mountain!

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Are your partnerships useless?

Practical Advice on SaaS marketing

Partnerships can be a good thing for software-as-a-service (SaaS) companies. They can deliver more value to customers, without requiring lots more work from your internal development team. For marketers, a partner could provide credibility, broaden exposure, find leads, and even win deals.

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9 essential sales steps you need to grow your SaaS startup

Inside Intercom

In the early stages of most SaaS startups’ lives, the CEO or founder often acts as the initial head of sales. This makes sense given the likely resource constraints and the value to be gained from getting in front of customers from day one.

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How to Choose the Best Embedded Analytics Solution to Modernize Your Application

If you are looking to modernize your application to improve competitiveness, then one of the quickest wins you can have is to embed sophisticated analytics that will wow your existing and prospective customers.

Getting Software as a Service (SaaS) Accounting and Financial Operations Right from the Start

SaaSOptics

By 2020, more than 80 percent of software providers will change their business models from “traditional” perpetual license and maintenance to subscription-based models.

When Black Friday Comes

Teamgate

The one good thing about Cyber Monday is that you don’t have to bash people square in the face to get what you want; or what you think you want. That, unfortunately, is sometimes untrue of its bigger, meaner, older brother, Black Friday.

The Best Analytics Tool for SaaS Content Marketing? I finally found it.

Upscope

Google analytics is free but it's not giving me the answers I want quickly and cleanly. By chance, I came across Oribi. They got it right guys. THEY GOT IT RIGHT. Each day, I need to know what blog posts are working well, what specific part of the post is working well, what brings in real leads.

10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

You’re collecting all this sales data but are you really getting your best use out of it? Is your data working for you? Is it bettering your business and helping you make smarter choices?

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Need Remote Learning ASAP? Don’t Pick Your Next LMS Before Reading This!

Need to go remote or move your training programs online? Download this guide to identify and overcome the biggest eLearning challenges so you can pick the perfect LMS without wasting time, money, and effort, even if you are just starting your eLearning journey.

Digital Skills for Women

CloudKettle

Applications for the Digital Skills for Women Winter 2019 cohort are now open! Digital Skills for. The post Digital Skills for Women appeared first on CloudKettle. SaaS Sales and Marketing digital free resource Halifax halifaxmeetup hfx WIT

Assembly required – 45 sales tools to build the ultimate tech stack

Inside Intercom

As your sales organization grows, your tech stack almost always does too. But figuring out which sales tools you should buy and invest in – let alone what each tool even does – can be a daunting task. This is especially true when you consider the seemingly endless list of sales tools to choose from.

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What Is Product Analytics And Why Do You Need It?

Rakam

Today the term Product Analytics is not a well known word in the industry. When I talk about Rakam, a product analytics tool, I can see the confused faces in front of me. Let me enlighten you in this subject and also to save myself from seeing the confused faces.

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19 Killer Tips for Great Sales Lead Generation

Teamgate

Having problems with lead generation tactics? “ I love your new website. Really slick. What kind of visitor numbers are you attracting? ”. That’s the strange thing, we’re not getting as many hits as we’d hoped for. Everyone keeps telling us how cool the site is, but that’s about it.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

What can growing saas businesses do better in 2019?

SaaSOptics

Eighty-four percent of new software today is delivered as a service (SaaS). Yet, as we turn the corner toward 2019, many businesses remain ill-prepared for the unique challenges and opportunities that come with moving to a subscription model and managing a SaaS business. SaaS Growth In the News

The Ultimate Guide to Outsourcing Sales Development and Lead Generation

Sales Hacker

When it comes to business outsourcing, I have been on both sides of the table. I have, since 2009, hired 20+ outsourced resources from all over the world for tasks such as data research, web design, translations, voiceover talent and more. I have learned quite a bit about it.

Introducing Orders as a First Class Citizen in Chargebee

Chargebee

We introduced a central piece to your eCommerce business - automating end-to-end order management - so you can generate, track, and manage orders linked to your subscriptions right from Chargebee