March, 2021

The Confounding Logic of Discounting


There can be nothing more frustrating in the middle-early days than when sales closes some great deal for say $125,000 a year … but you “knew” they could have gotten $200,000 if they just held the line on discounting.

The Feedback Loops in Data that Will Change SaaS Architecture

Tomasz Tunguz

About a year ago, I wrote a post on the hub and spoke data model. The idea is that in the future SaaS applications would be built on a single database, instead of each SaaS application writing to its own proprietary database. I was wrong about the catalyst for this hub-and-spoke model.

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What is a Minimum Viable Product, Anyway? My Favorite MVP Analogy.


The concept of minimum viable product (MVP) has been popularized in the past decade thanks to the success of the wonderful book, The Lean Startup. It’s thrown around so casually, and you hear it so often, that sometimes you wonder how — or even if — people define it.

Hubspot CRM Review

The Daily Egg

Hubspot is rated as the number one option when it comes to CRM solutions over and over again.

5 Things You Always Wanted to Know About Automating Data Science, But Never Asked!

Speaker: Judah Phillips, Co-CEO and Co-Founder, Product & Growth at Squark

Automating the sophisticated, complex aspects of data science is now simple with the no-code platform Squark. Judah Phillips, the co-CEO & co-Founder of Squark answers the 5 Things You Always Wanted to Know About Automating Data Science, but Never Asked!

How to Spot and Prevent Sales Team Burnout

Predictable Revenue

There's a prevalent tendency in business circles to laud the benefits of work-life balance as effective ways to maximize company-wide performance. But the defeating fact is that most organizations still encounter a worrying amount of burnout.

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Yes, You Need to Fundraise 52 Weeks a Year. The 1-and-30 Rule.


“I don’t want to meet [That VC]. I don’t need money now and it’s distracting.” ” — most founders, post Seed round. …… There’s a superpower some founders have.

Six Traits of a Successful Sales Leader

Sales Hacker

For every dozen sales professionals, there are only one or two who advance their career to the next level, growing into a sales leader. So what is the trend among the few who grow their careers from individual sales contributor to leader ?

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What a Pipeline Coverage Target of >3x Says To Me


I’m working with a lot of different companies these days and one of the perennial topics is pipeline. Do we have enough ? Is it spread across reps in a healthy way ? Should I build pipeline then hire reps or hire reps to build pipeline ?

CRM Implementation – The Complete Guide

The Daily Egg

Getting a successful CRM implementation strategy right can be one of the central challenges facing a company. Ensuring information ends up in the correct place is different for every business. It takes effort and a good deal of thought to realize.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

How to Manage a Sales Org Spanning Two Continents and Two Cultures

Predictable Revenue

The standard SaaS startup model for a sales team is deeply ingrained in US business culture. But Billy’s sales team has been subverting this structure since the very beginning. The team itself is separated by 8,070 miles of land, water, and (sometimes spotty) internet connection.

3 Simple Steps for The Perfect Sales Pipeline Review Meeting


She shoots, she scores! Nailing that buzzer-beater didn’t just randomly happen. The technique, the confidence, the setup – all came together as planned over the past few months of teamwork and coaching.

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5 Interesting Learnings from UiPath at $600,000,000 in ARR


UiPath is one of the most amazing not-really-an-overnight success stories in Cloud, SaaS and software.

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Buyer Personas: Tips to Make Them Work Better for Your Sales Team

Sales Hacker

“This is Terry the Tech Exec. 54 and married with two kids. Terry hates Twitter, eating at his desk, and traffic jams. But Terry does love a good game of golf, eating Smarties, and hanging out with his two labrador retrievers.”. Newsflash: buyer personas are useless.

2021 Dresner Advisory Services Business Intelligence Market Study

Every year Dresner reviews the state of the BI market as it stands today. This 12th annual report breaks down customer perceptions of BI and how well each vendor performs. See for yourself how all the major BI vendors stack up.

UIPath S-1 Analysis: How 7 Key Metrics Stack Up

Tomasz Tunguz

UIPath, leaders in the Robotic Process Automation (RPA) category, filed their S-1 last week , revealing an impressive business. Founded in 2005 in Bucharest, Romania, by Daniel Dines and Marius Tirca, the company now operates more than 60 offices housing nearly 3000 employees.

WordPress Review

The Daily Egg

Gone are the days of messing with unruly code to build the website of your dreams. We now have website builders and tools galore to make our personal or professional websites look just as we want them to. And WordPress is one of the best in the business. Not only is it free—yes, free!—but

The 5 Reasons Why You’re Not Closing Deals

Predictable Revenue

Dave Kennett, CEO at Replayz, joined us to chat about what often goes wrong at each opportunity stage, and how to replicate the behaviors of top performers instead. The post The 5 Reasons Why You’re Not Closing Deals appeared first on Predictable Revenue.

Q1 Product Updates: Inspect, Predict, Validate and Coach


Deal-Level Intelligence You Can’t Get Anywhere Else. Revenue leaders have spoken. When it comes to forecasting, pipeline reviews, coaching and overall opportunity management — high-level predictions and scores simply aren’t enough.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

The 4 Questions Every Founder Should Ask Every VC. That Almost No One Asks.


When you go to raise venture capital, if you are in the fortunate group of start-ups with access to venture capital, you’ll either have options (more than one VC wants to fund you), or you won’t.

Stop Pitching on the First Message: Results from a 3-Month Experiment

Sales Hacker

How many times has someone reached out to you on LinkedIn because they want something from you that will only benefit themselves? More importantly, how many times has that actually converted to a deal? Have you ever wanted to actually follow through with a cold pitch you got on LinkedIn?

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How to Optimize Your Automated Marketing System to Boost Sales

Entrepreneur - SaaS

As more marketing channels open, brands find reaching customers on all platforms increasingly difficult and costly unless they implement an effective automated marketing strategy. Marketing

Best Lead Management Software

The Daily Egg

What happens after your marketing efforts generate a lead? It is estimated that 80% of leads generated through marketing are never pursued. And that’s a lot of revenue lost. As sales or business leaders, knowing what to measure and why even before a sale is made is a critical part of the job.

Insiders' Guide to Self-Service Analytics

Self-service analytics are vital for how your users interact and engage with your application. As you explore analytics solutions for your application, see why self-service analytics can prove critical to the adoption and stickiness of your application.

How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line

Predictable Revenue

Chad cuts through the outdated, theory-based “fluff”, and gets down to the nitty-gritty with a raw perspective to look at where there may be opportunities to drive predictable revenue growth through sales optimization.

Take Control of Your Sales Reports with InsightSquared & HubSpot SalesHub


You’ve spent untold hours setting up your HubSpot SalesHub , customizing it with fields relevant to your business and your desired outcomes. Now the question is—are you getting the answers you need, or is the lack of flexibility holding you back?

5 Ways to Enter a Crowded Market. And 3+ Ways Not To.


Zoom even at $100m ARR still felt like it was in a crowded market. So that’s not really an excuse — Jason BeKind Lemkin (@jasonlk) December 22, 2020.

What Happens When ABM Leaves Out Sales – and How to Fix It

Sales Hacker

Account-based marketing (ABM) is a wonderful approach with a terrible name. Having worked in sales for more than 20 years – helping our team of SDRs generate over 10,000 appointments per year for B2B tech companies, I owe a lot of our success to ABM programs.

Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

How Much is 20% More NDR Worth to Your SaaS Startup?

Tomasz Tunguz

A 20% delta in net dollar retention (NDR) may not seem like much, just a trifle, but make no mistake, it’s massive. In preparing for a presentation at next week’s Saastr Build conference, I reviewed this S-1 analysis for DataDog that I had published a few years ago.

CRM Certification – The Complete Guide

The Daily Egg

If you have a business that works with customers, you’ll want to look into CRM software. This addition to your company can completely change how you work with your customers in all the right ways.

How B2B Companies Can Leverage Channel Partners To Scale Up Their Sales Internationally

Predictable Revenue

Scaling your business internationally is no easy feat. It requires a dedicated team that is in sync with each other and your customers. Here are some tips on how to do it!

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