Sales Enablement, SaaS and Growth

SEPTEMBER 17, 2018

Everybody likes to win. And while you undoubtedly learn much about your skills, attributes and character from losses, there’s nothing quite like that sense of satisfaction when your team secures a hard earned victory. I’ve been fortunate, both as an individual contributor and as part of a team to have racked up some important wins (jobs, promotions, new business and awards), but in truth, there’s only been three periods where I’ve been part of teams where there’s been an expectation of winning.

Sales Recruiting 152

Sales Recruiting Sales Hiring Construction Strategy 152

Tom Tunguz

SEPTEMBER 15, 2018

A founder asked me recently if there were any trends in professional services across public SaaS companies. I had examined the gross margins and share of revenue from professional services about 3 years ago. Professional services are consulting fees software companies charge to customers for software configuration, customization and education. What has changed over the past 3 years?

Outsourcing Services 120

Outsourcing Services Sales Hiring Software Consulting 120

Intercom, Inc.

SEPTEMBER 18, 2018

Today we’re publishing a brand new, four-part series on sales – The Sales Handbook. Sales is the lifeblood of every business. Without it, you have no way of acquiring new customers, upselling existing ones or of driving predictable, scalable revenue. But sales is also one of the hardest functions to get right, especially today. Modern buyers have hundreds, if not thousands, of choices, and selling to them is far more complex than scheduling a generic email cadence or relying on a few differentia

Scale 112

Scale Sales Hiring Sales Strategy 112

A Smart Bear

SEPTEMBER 19, 2018

You roll down the windows and wear a helmet when you take your car to the track. This does not make me less terrified of a fiery death. The American Autocross champion was sitting in my passenger seat screaming at me to not let my foot off the pedal until I bounced off the RPM limiter. She was properly intense. I didn’t know what I was doing, but it’s fun to power through curves in a high-speed tenuously-controlled skid in my Mini Cooper S (plus Cooperworks).

Sales Hiring 78

Sales Hiring Scale Government Banking 78

Speaker: Timothy Chan, PhD., Head of Data Science

Are you ready to move beyond the basics and take a deep dive into the cutting-edge techniques that are reshaping the landscape of experimentation? 🌐 From Sequential Testing to Multi-Armed Bandits, Switchback Experiments to Stratified Sampling, Timothy Chan, Data Science Lead, is here to unravel the mysteries of these powerful methodologies that are revolutionizing how we approach testing.

Innovation

InsightSquared

SEPTEMBER 20, 2018

Kaizen. The Japanese term “Kaizen” stands for the continuous improvement of a process. Adopted by Japanese manufacturing companies after World War II as a way to reduce waste and create competitive advantage, kaizen evolved beyond the assembly line in manufacturing to all business processes and became the precursor to lean manufacturing. “Kaizen is a daily process, the purpose of which goes beyond simple productivity improvement.

Systems Review 73

Systems Review Technical Review Revenue Benchmarks 73

Sales Hacker

SEPTEMBER 19, 2018

Have you ever dreamed of becoming a VP of Sales? This is the podcast for you. This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest-growing SaaS companies in the US, about what it takes to become a sales executive at a top company. If you missed Episode 24, check it out here: PODCAST 24: Building a Tier 1 Saas Company From the Investor Perspective.

Scale 73

Scale Sales Recruiting Sales Hiring Sales 73

Inturact

SEPTEMBER 19, 2018

You know that content is king for creating a loyal and engaged customer base. But businesses sometimes find that content marketing is just as challenging as marketing the product that the content is designed to sell. Content marketing should seamlessly drive customers to the product or service you're selling, not become just another source of stress for your business.

Content Marketing 62

Content Marketing Marketing Strategy Branding 62

CloseSaaS

SEPTEMBER 19, 2018

Here's the recording of today's webinar about how to build and manage a remote sales team, with InVision's Ryan Burke, Process Street's Salvatore Tocco, our own Nick Persico and Steli.

Management 52

Management Sales B2B 52

FastSpring

SEPTEMBER 18, 2018

So it’s been a few months, and we’ve all had some time to process the details of Mary Meeker’s latest Internet Trends report. Some of the revelations were expected, while others seemed to raise a few eyebrows. In case you have been living under a rock or the constant barrage of breaking news has led you to forget about this annual report altogether—we’re sharing five key trends from Meeker’s report that every digital business should know.

Payment Methods 61

Payment Methods Trends Payments Payment Solutions 61

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Explore how integrated payment strategies impact investor and buyer evaluations. Payments are more than a feature — they’re a key to long-term success and market differentiation. They help SaaS companies offer seamless user experiences and efficient operations. Investors and strategic buyers assess these integrated payment strategies as a measure of a company's growth potential and sustainability.

Payments

Sales Hacker

SEPTEMBER 21, 2018

The post Live from Dreamforce: How to Engage Pre, During and Post Events While Maximizing Resources appeared first on Sales Hacker.

Engagement 57

Engagement Sales Marketing 57

ChurnZero

SEPTEMBER 21, 2018

Churn Monster #4: The Victim. It’s monster time again! Today we are going to take a look at our fourth churn monster – the victim. This is one of the worst churn risks out there, because the customer isn’t actually doing anything wrong, but they are still being affected in a negative way, which increases their likelihood to churn. A victim is a customer who is attempting to use your product to help them achieve a goal, however they are either running into a poor user experience and/or product is

Churn 45

Churn Underperforming Technical Team Systems Review Customer Success 45

CloseSaaS

SEPTEMBER 17, 2018

Unless you really like sending hundreds or thousands of follow-up emails manually, you're going to love this new feature in Close: email sequences for salespeople.

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52

Chart Mogul

SEPTEMBER 18, 2018

Welcome to our third installment of SaaS Metrics Refresher. Today we're tackling a big one: Churn. If we look back to our MRR Movements chart from the previous lesson, you’ll see that there are two ways in which your SaaS revenue can shrink: either through customer downgrades (contraction) or churn: Churn definitions. In SaaS, there are two form of churn, both of which are useful to analyze in certain scenarios.

Churn 45

Churn Metrics SaaS Scale 45

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Revenue

Sales Hacker

SEPTEMBER 17, 2018

The post Actionable Tips For Selling Into Challenging, Niche Markets appeared first on Sales Hacker.

Marketing 61

Marketing Sales 61

ChurnZero

SEPTEMBER 20, 2018

We are proud to announce that ChurnZero has been named a Leader in the Customer Success category by G2 Crowd in their Fall 2018 Gri d ® Report. Products are ranked by customer satisfaction (based on user reviews) and market presence (based on market share, vendor size, and social impact) and placed into four categories on the Grid ®. Products in the Leader quadrant are rated highly by G2 Crowd users and have substantial Market Presence scores.

Marketplace as a Service 45

Marketplace as a Service Software Review Customer Success Software 45

Net-Results

SEPTEMBER 21, 2018

Is inbound marketing better than traditional marketing for B2B? Choosing inbound vs. “traditional marketing” is entirely dependent on your target market and its characteristics. Two quick examples: Well Data Labs is 4 or 5 year old company (approximately, I’m not directly involved but know one of their founders) that is growing like crazy and does so […].

B2B 40

B2B Marketing Data 40

Pierre Lechelle

SEPTEMBER 15, 2018

I often see CEOs and executives killing themselves at work. They work until 11PM, they have no social life and they only see their loved ones during weekends. Truth is, we have all been there. When I was building my business, I told myself “you shouldn’t rest until you make it”. I worked until late […]. Cet article Let’s try working LESS est apparu en premier sur Pierre Lechelle.

Business 40

Business 40

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User Experience

Sales Hacker

SEPTEMBER 17, 2018

The post How to Use These Proven Tactics to Become the Best Networker in the Room appeared first on Sales Hacker.

Sales Recruiting 53

Sales Recruiting Sales Marketing 53

Intercom, Inc.

SEPTEMBER 17, 2018

The ideal onboarding experience is an easy and frictionless path to finding value. Consumer products perfected this by building onboarding experiences with maniacal focus on a single metric: Facebook’s 7-friends-in-10-days, or Pinterest’s 1rc7 (percentage of new signups that repinned a pin or clicked on a pin in the week following signup). But some products include irreducible complexity.

Onboarding 167

Onboarding Software Review Technical Review Software 167

Net-Results

SEPTEMBER 21, 2018

Doesn’t “consolidation” mean “less vendors exist because they are being consolidated”? Transferring the ownership of Marketo from Vista to Adobe does not consolidate anything. The same number of marketing automation vendors exist today as did yesterday, so no consolidation has taken place. Same for when Oracle bought Eloqua. Same when ExactTarget bought Pardot and was […].

Acquisition 40

Acquisition Marketing 40

Baremetrics

SEPTEMBER 20, 2018

It’s pretty clear that when Allen Gannett, CEO and Founder of TrackMaven, wrote his first book The Creative Curve , it was to scratch a certain itch. On the one hand, it was time for him to write a book. Every founder is “supposed” to write a book after a certain amount of success in the industry. It’s almost like a rite of passage in a way.

Branding 75

Branding Entertainment Communication Content Marketing 75

Speaker: Margaret-Ann Seger, Head of Product, Statsig

Experimentation is often seen as an aspirational practice, especially at smaller, fast-moving companies who are strapped for time and resources. So, how can you get your team making decisions in a more data-driven way while continuing to remain lean and maintaining ship velocity? In this webinar, Margaret-Ann Seger, Head of Product at Statsig, will teach you how to build an experimentation culture from the ground-up, graduating from just getting started with data-driven development to operating

Development

Intercom, Inc.

SEPTEMBER 18, 2018

Our customers often ask us how they can run an excellent customer support operation. One of the most frequently asked questions we get asked is, well, how do we handle frequently asked questions. No matter the industry, customer support teammates find themselves dealing with the same frequently asked questions – how to reset a password, how to change profile information, how to download invoices, etc.

Customer Support 157

Customer Support Payment Features Education Churn 157

Intercom, Inc.

SEPTEMBER 20, 2018

Marketing and sales may employ different tactics, but their goal should be singular: help the company sell its product. Sometimes, however, blocks can develop in the pipeline. They can be difficult to diagnose, and if sales and marketing don’t have a healthy relationship, things can devolve into pointing fingers instead of working together to find solutions.

Scale 99

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 99