Tom Tunguz
OCTOBER 21, 2017
Last week, I participated in two discussions about the changes in the SaaS world. I believe they are fundamental. The most important force shaping the industry today is competition. The level of competition in many core SaaS segments is intense. Why? The SaaS era is about 20 years old. Salesforce was founded in 1999. Since then, many major categories of software have been saasified.
Sales Hacker
OCTOBER 25, 2017
Social Selling. It’s a term that divides opinion within the sales world. Some people think it’s simply another buzzword. Others say social selling is going to change the way we do business. No doubt there are also some salespeople out there that have no idea what social selling actually is. Whether you are completely new to the term or you are an experienced social seller it doesn’t matter, you will find value in this post.
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FastSpring
OCTOBER 25, 2017
Customer support workers are the unsung superheroes of the working world today. So what does a support agent need to become a real-life superhero?
Think Strategies
OCTOBER 23, 2017
For the past decade, many IT departments have been on the defensive trying to keep pace with escalating end-user demands and competitive pressures. The emergence of ‘shadow IT’ as a major force within many enterprises raised questions about the role of IT in a cloud-first world. Now, enlightened CIOs are exploring ways to employ artificial intelligence (AI) and machine learning (ML) to actively engage their IT teams as key players in the rapidly evolving digital transformation efforts within the
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When test coverage falls behind release velocity, quality suffers, and your team feels the consequences. This guide outlines when it makes sense to outsource quality assurance (QA), the risks to watch for, and how to scale testing without increasing headcount or slowing down engineering. You will learn how leading teams are leveraging external QA partners to expand coverage, enhance defect detection, and remain aligned with CI/CD timelines.
InsightSquared
OCTOBER 24, 2017
We are in the final two weeks of preparing for Dreamforce 2017 — building our session agendas, RSVPing to countless events and creating a list of hashtags to follow to ensure we stay informed throughout the week. To help you stay up-to-date on the latest sales intelligence, sales operations and sales leadership discussions happening during the conference, we curated a list of seven influencers you should follow on Twitter, and included their speaking sessions. . 1.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
FastSpring
OCTOBER 23, 2017
Creating a sales and marketing strategy has changed a lot in the last few years. While it used to focus on print ads, television and radio commercials, or even billboards, now there are many ways to reach potential customers that are not only significantly less expensive but also more impactful. When you're selling a product that's intended for digital use, and that is sold primarily through digital methods, it just makes sense to target your sales and marketing strategy to the digital realm.
CloseSaaS
OCTOBER 25, 2017
SMBs in the U.S. have quadrupled their spending on SaaS subscriptions in the past two years. There's a lot of competition in the SaaS market today. And it's increasingly more difficult to attract new customers—startups release cheap versions of SaaS products every day.
InsightSquared
OCTOBER 23, 2017
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In my recent blog post, “The Three Levers of Sales Operations” I discussed the three strings sales operators can tug and influence to get results: Systems, Training and Management. In this post I’ll detail some of the common traps to avoid when using the Systems Lever. A systems issue can come in a few forms ranging from large scale projects to smaller one-off tasks.
Sales Hacker
OCTOBER 24, 2017
Chris Voss served as a hostage negotiator at the FBI for close to a quarter of a century. During a portion of the time, he was the Bureau’s lead international hostage negotiator. Voss had an epiphany of sorts upon leaving the Bureau; he realized that several of the skills he’d learned and honed ‘in the wild’ during hostage negotiations were directly relevant – and essential – to the business arena.
Speaker: Tamara Fingerlin, Developer Advocate
Apache Airflow® 3.0, the most anticipated Airflow release yet, officially launched this April. As the de facto standard for data orchestration, Airflow is trusted by over 77,000 organizations to power everything from advanced analytics to production AI and MLOps. With the 3.0 release, the top-requested features from the community were delivered, including a revamped UI for easier navigation, stronger security, and greater flexibility to run tasks anywhere at any time.
FastSpring
OCTOBER 25, 2017
At FastSpring, we knew we had to modify some of our current processes to adapt to the new climate of online sales. In a world built around convenience, buyers expect the luxury of options. Some buyers want a higher touch, rep-guided experience, while others prefer a low-touch, self-guided buying and sign-up process. We noticed this feedback for our own sales and sign-up process and, after identifying this problem, our team started brainstorming to work towards a solution.
CloseSaaS
OCTOBER 25, 2017
If you’re looking for a crystal ball to see what your business will look like in a year from now, there are few things as powerful as accurate sales forecasting.
Chart Mogul
OCTOBER 27, 2017
What's the difference between bookings and revenue? Revenue recognition. ASC 606 and its sister standard IFRS 15 bring a set of structured guidelines for recognizing revenue -- here's what every SaaS business needs to know to meet the deadline and get compliant. Cash is not revenue. The process of converting bookings (and the subsequent cash from those bookings) into revenue within your business is called revenue recognition.
Sales Hacker
OCTOBER 25, 2017
What’s the one number any salesperson knows by heart? That they can tell you within seconds of you asking, any time of day or year? How much revenue did I book? Did I hit quota? Did I hit my number? That number – bookings – is an incredibly useful business metric. It’s the #1 goal your CEO has, what your investors care about, and what makes you a successful salesperson.
Speaker: Alex Salazar, CEO & Co-Founder @ Arcade | Nate Barbettini, Founding Engineer @ Arcade | Tony Karrer, Founder & CTO @ Aggregage
There’s a lot of noise surrounding the ability of AI agents to connect to your tools, systems and data. But building an AI application into a reliable, secure workflow agent isn’t as simple as plugging in an API. As an engineering leader, it can be challenging to make sense of this evolving landscape, but agent tooling provides such high value that it’s critical we figure out how to move forward.
Sylvia Ng
OCTOBER 27, 2017
I haven’t had any spare time to be writing for this blog in recent months, but happy to share with you all that I have been featured on the Just Entrepreneurs list of Women In Tech. The interview goes into my background and my stance on women in tech, so check it out! I’ll also be on a few panels in the upcoming weeks so if you’re in Toronto I’d love to see you there!
CloseSaaS
OCTOBER 25, 2017
Transparency promotes productivity. That’s why everything you do in Close.com is visible to everyone on your team.
BetterCloud
OCTOBER 25, 2017
At BetterCloud, we pride ourselves on saying that we “wrote the book” on SaaS application management and security. As the team behind the first-ever SaaS application management and security platform , we’re experts on all things SaaS. It’s what we do best; it’s what we’re passionate about. But now we’ve written the book on SaaS management and security — literally.
Sales Hacker
OCTOBER 24, 2017
The post How to Build a Data-Driven B2B Sales Process appeared first on Sales Hacker.
Advertiser: ZoomInfo
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CloseSaaS
OCTOBER 23, 2017
Most salespeople think they’ve mastered the art of communication, but 99% of all cold emails suck. Feature Announcement Email Sequences: email drip campaigns for salespeople. Schedule sequences of emails to be automatically sent over days or weeks.Learn moreortry for free.
Sales Hacker
OCTOBER 24, 2017
The post How to Increase Sales 5X with a Targeted Outbound Process appeared first on Sales Hacker.
Sales Hacker
OCTOBER 26, 2017
The post Slack for Sales: How to Leverage the Slack Ecosystem to Drive Rep Productivity appeared first on Sales Hacker.
Sales Hacker
OCTOBER 26, 2017
The post Advanced Prospecting: The Art of Creating Kick Emails with Video appeared first on Sales Hacker.
Speaker: Pete Uselman, Director of Partner Experience at Wind River Payments
Most integrated payments providers share a percent of the payment revenue with their software partners. But, oftentimes, that revenue share is only a fraction of the true income potential software providers can realize. If you want to maximize income opportunities from your payments program, check out Wind River Payments’ webinar-on-demand.
Sales Hacker
OCTOBER 26, 2017
The post 3 Quick Strategies to Drive Sales Productivity appeared first on Sales Hacker.
BetterCloud
OCTOBER 25, 2017
Below is an excerpt from our new book, Controlling Your SaaS Environment: A Six-Part Framework for Effectively Managing and Securing SaaS Applications. The framework addresses the main challenges SaaS creates for IT organizations and outlines ways to solve them, helping IT gain control and clarity over their SaaS environments. Get it here: [link]. On a brisk fall day in October 2015, an administrator at a midsize company enabled an option in Slack.
BetterCloud
OCTOBER 24, 2017
With over 50 new features and enhancements released to date ( highlights here ), recognition from Gartner in the first-ever Market Guide for Cloud Office Management Tools , and a mention at the top of Forbes’ Billion-Dollar Startups list, 2017 has been a watershed year for BetterCloud. And we’re not done yet. Today at our annual Altitude conference , the BetterCloud product team announced the availability of four major new features: Dynamic Fields in Workflows, Advanced Alerting, and new connect
Sales Hacker
OCTOBER 24, 2017
The post How to Get Your Sales Reps to Think Like a CEO appeared first on Sales Hacker.
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For SaaS businesses, improving retention is one of the easiest and most effective ways to drive revenue and profits. With a clear link between failed payments and customer churn, having a robust failed payment recovery solution isn’t optional—it’s essential. Achieving your retention goals starts with the right solution.
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