March, 2021

The Confounding Logic of Discounting

SaaStr

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.

Kellblog

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.

Cold Emails – The Complete Guide

The Daily Egg

Many marketers and sales reps think of spam any time cold emailing comes up. If you fall in this category, you may be missing out on one of the best customer outreach channels. Cold emailing may be an old concept, but it is still instrumental when used as part of a larger prospecting strategy.

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Chad cuts through the outdated, theory-based “fluff”, and gets down to the nitty-gritty with a raw perspective to look at where there may be opportunities to drive predictable revenue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

More Trending

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

SaaStr

“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.

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.

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.

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.

9 Steps to Hosting Your Most Successful Virtual Event

The step-by-step Virtual Event Handbook from Thryv gives you all the tools you need for planning, setting goals, marketing, pricing and – don’t forget this one – event etiquette. Plus, the handy checklist will help you pull it all off without a hitch.

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.

3 Simple Steps for The Perfect Sales Pipeline Review Meeting

InsightSquared

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

SaaStr

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.

Do Not Hit Your Sales Quota: Why to Aim Below 100% of Your Goal

Sales Hacker

We’ve been trained since we were children to believe that 100% is the goal. Got a 100% on that math exam? High five! Sold 100% of your Girl Scout Cookies? Gold star for you! Even as adults, we strive for 100%.

3 Templates for Uncomplicating Your Product Management Process

In this workbook, you’ll find a comprehensive set of templates product development and cross-functional teams can adopt to better leverage your existing skills and your data.

How to Scale Customer Success Operations

Totango

If you were presented with the opportunity to double or triple the size of your business virtually overnight, what would you say? For most people, the answer would be a swift “yes, please!” But what about all of the growing pains that come along with that expansion?

The Only 5 Sales Email Templates You’ll Ever Need

The Daily Egg

If you’re a marketer, finding the absolute best sales email templates has probably crossed your mind at some point in your journey. And, honestly, we can’t blame you.

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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.

Q1 Product Updates: Inspect, Predict, Validate and Coach

InsightSquared

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.

Realizing the Benefits of Automated Machine Learning

How are organizations using machine learning and artificial intelligence (AI) to derive business value? Renowned author and professor Tom Davenport explains the rise of automated machine learning, its benefits, and success stories from businesses that are already using it.

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

SaaStr

Zoom even at $100m ARR still felt like it was in a crowded market. So that’s not really an excuse pic.twitter.com/rUyeUzMKC6. — Jason BeKind Lemkin (@jasonlk) December 22, 2020.

3 Ways to Bolster Your Buyer Intent Data for Stronger Sales In 2021

Sales Hacker

Investing in buyer intent data is one of the best ways to differentiate yourself — now, more than ever. The COVID-19 pandemic has practically pressured all businesses to go digital, or at least expand their virtual footprint. Companies that were unable to make the switch have suffered.

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10 Customer Retention Strategies to Up Your Retention Game

Chargebee

The first challenge for any company is to get customers to believe in them and take the first step to subscribe to their product. Once you have a solid customer base, then starts the next challenge — customer retention.

Hubspot CRM Review

The Daily Egg

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

Digital Trends Report 2020

As part of our goal to continue helping our community during these times, we wanted to share with you this critical data on the state of digital products across industries and provide context on how businesses are responding to the changing winds.

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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Take Control of Your Sales Reports with InsightSquared & HubSpot SalesHub

InsightSquared

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?

7 Simple Tips to Being a (Much) Better First Time Manager

SaaStr

One privilege I get as part of mentoring and investing in a few dozen startups is a chance to work with first-time managers. The reality is, most start-ups are better off with a Stretch VP than a Never Did It But Has a Great LinkedIn VP. More on that here.

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 ?

Why Distributed Tracing is Essential for Performance and Reliability

Speaker: Daniel "spoons" Spoonhower, CTO and Co-Founder at Lightstep

Many engineering organizations have now adopted microservices or other loosely coupled architectures, often alongside DevOps practices. Together these have enabled individual service teams to become more independent and, as a result, have boosted developer velocity. However, this increased velocity often comes at the cost of overall application performance or reliability. Worse, teams often don’t understand what’s affecting performance or reliability – or even who to ask to learn more. Distributed tracing was developed at organizations like Google and Twitter to address these problems and has also come a long way in the decade since then. By the end of this presentation, you’ll understand why distributed tracing is necessary and how it can bring performance and reliability back under control.

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

7 Easy Steps to Install Google Analytics in WordPress

The Daily Egg

Do you ever wonder how your website is performing? How many people visit your website? What the conversion rates are? What your bounce rate is? You and millions of other people. That is why Google Analytics exists. Knowing your website’s stats is important.

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.