2021

At Least 20% of Your New Customers Should Come from Referrals and Word of Mouth

SaaStr

Q: Dear SaaStr: What Percent of My Revenue Should Come from Referrals and Word of Mouth? Ultimately, almost all software companies end up getting 20-50% or so of their new customers from their existing customers once they hit scale. Sometimes even more. From referrals. From brand. From word-of-mouth.

What is the Customer Journey and Why Do You Need to Create One?

The Daily Egg

Do you know what a customer journey is and why you need one? A customer journey is a story about understanding your users, how they behave while they visit your website, and what you can do to improve their trip, so they keep coming back. Nowadays all we seem to hear in B2B and B2C […].

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Salespeople Need To STOP Selling “Value” – With David Priemer

Predictable Revenue

If your company’s conversion rates need a boost, David Priemer’s insight, stemming from a long, successful sales career will certainly be of value. David is an award-winning research scientist with exceptional analytical skills that have helped him lead winning sales teams.

Sales 229

Chief Revenue Regrets – The Sales Leader Blindspot: Early Stage Funnel

InsightSquared

Agile transformed engineering teams. ABM is transforming marketing. Yet, we are still running forecast and funnel reviews just as we did decades ago … interrogating and inspecting deals to assess the quality of the funnel to meet the number.

The Digital Experience Insights Report

You don’t need to feel your way around in the dark anymore. Download this groundbreaking report to shine a light on the invisible opportunities your team is missing — and discover what they’re ultimately costing your business.

The Meanest Thing VCs Do To Founders

SaaStr

Q: What is the meanest thing that venture capitalists can do to founders? Even today, a lot of founders worry about raising VC capital. They hear the stories about how things went sideways. And those stories often are true.

More Trending

25% of The Cloud 100 Is Growing 100%+ at $100m ARR. Woah.

SaaStr

Byron Deeter, general partner at Bessemer Venture Partners and I caught up on SaaS and Cloud in general and the upcoming Cloud100 awards and learnings. The full session is below and sign up for the Cloud 100 for FREE here. A few of the takeaways: #1.

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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.

Why Lead Velocity Rate (LVR) Is The Most Important Metric in SaaS

SaaStr

One thing that is great in SaaS, from a 20,000 foot perspective at least, is You Can See The Future. It’s the benefit of a recurring revenue stream in a B2B model.

5 Interesting Learnings from Monday.com at $240,000,000 ARR

SaaStr

So Monday.com has filed to IPO with some pretty incredible numbers, especially considering just how competitive the space is. At $240m in ARR, they are growing a stunning 85% year-over-year!

SMB 260

Going to Market Smarter in the New Economy

The fight to find new customers and retain existing ones is the biggest business challenge for many companies. Technology will continue to play a part in fostering buyer allegiance and building brands in the “new normal.” 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!

The Complete Guide for the WordPress Editor

The Daily Egg

Struggling with the WordPress editor? Can’t quite get your blog posts to look exactly how you want? In this guide, we walk through the basics of using the Gutenberg WordPress editor so you can confidently create, edit, and publish content on your site.

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The #1 Reason SaaS Companies Stall Out at $15m-$20m ARR

SaaStr

In theory, many things can kill a SaaS startup after $4m-$5m ARR. In practice, quitting is the only thing. In theory, many things can stop a SaaS startup after $4m-$5m ARR from getting to $100m. In practice, high churn is the only thing. — Jason BeKind Lemkin (@jasonlk) January 17, 2021.

Best Commercial Fire Alarm Systems Compared

The Daily Egg

We spent an entire week researching the most capable commercial fire alarm systems on the planet. Our research indicates that the Honeywell Notifier system is the best for most people. It is cost-effective, covers various project sizes, and can be easily managed from one place.

Neuroscience-Based Hyper-Tactical Outbound Approaches with Justin Michael

Predictable Revenue

Justin Michael, Founder at Salesborgs.ai dives into brain hacks and armchair neuroscience with radical approaches on how outbound can look and feel. The post Neuroscience-Based Hyper-Tactical Outbound Approaches with Justin Michael appeared first on Predictable Revenue.

How to Empower Your Users So You Can Create a Great Product

Speaker: Johanna Rothman, Management Consultant, Rothman Consulting Group

Join Johanna Rothman, Author and Consultant, for her session that will discuss why instead of designing for the users, CTOs and their teams should collaborate with empowered users to create a great product together.

How to Identify Dead Deals in Your Pipeline

InsightSquared

You’ve set big goals for your team. You’ve even upped the quota. Everyone is onboard but can you really make it happen? Where to start? Step one: stop wasting time on dead and dying deals. .

5 Interesting Learnings from LinkedIn at $10 Billion in ARR

SaaStr

So Microsoft announced that LinkedIn, which it bought in 2016, has now crossed a stunning $10 Billion in ARR — and growing 27% year-over-year. That’s pretty incredible. And in the last quarter alone, LinkedIn grew 46% (!).

B2C 223

What Your First 100 Hires Will Look Like

SaaStr

There’s an exercise I’ve been through with many founders that are just getting to Initial Traction, say $1m-$2m in ARR or so, sometimes less, where I map out their future hiring. They are often a bit shocked at how many people they are going to need to hire as they cross $10m ARR.

The Complete Guide to Human Resources Certifications

The Daily Egg

To stay competitive in the modern business world, you need to have qualifications that set you apart from others. Just having the barebones requirements is no longer enough.

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.

The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One.

SaaStr

Ah the VP of Sales. The toughest hire. Such a high failure rate. I want to help. So this is the third in our series. The first post is What a Great VP of Sales Actually Does. So you expect the right things, and hire your rockstar at the right time to do the right things.

Sales 256

Best Creative Writing Courses Compared

The Daily Egg

Taking a creative writing course will help you to become a better writer. It will teach you how to tell a story, write descriptively, and produce publication-worthy work.

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The Top SaaS Companies Have An Average of ~350 Integrations

SaaStr

Your API. If you are a B2D company, it’s your product itself, your API. But for most B2B companies, your API, your partner programs, and the like are extensions. Not your core product, but an important layer for improving customer experience.

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30+ Incredible New Speakers for 2021 SaaStr Annual

SaaStr

We’re gearing up for the first 100% outdoors, open-air SaaStr Annual Sep 27-29 and a lot is going on! Take a look at our latest speaker additions here: Martin Mickos, CEO, HackerOne, Inc. Zach Kitschke, CMO, Canva. Zeb Evans, Founder & CEO, ClickUp. Tom Clayton, CRO @ Bill.com.

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.

Best MSP Software Compared

The Daily Egg

Our team of experts spent weeks researching over 75+ of the best managed service provider (MSP) solutions and ultimately narrowed down the top five.

Best Video Surveillance Systems Compared

The Daily Egg

Video surveillance systems allow you to keep your business safe. We spent seven days reviewing over 20 surveillance systems to determine the cream of the crop. As a result, we concluded that Protection 1 was the best system for most due to its extensive range of hardware and software choices.

Destroying Objections like a Neuro-Linguistic Programming Expert

Predictable Revenue

Paul Ross is a Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion.

What is Revenue Operations? Plus Answers to Other RevOps Questions

InsightSquared

What is Revenue Operations? Plus Answers to Other RevOps Questions. We’re in the midst of a RevOps revolution. In fact, according to Gartner , by 2025, 75% of the highest growth companies in the world will deploy a revenue operations (RevOps) model.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

The Complete Guide to Domain Extensions

The Daily Egg

A domain name points people directly to your website, and the few letters that make up your domain extension can say a lot about your site to visitors. Choosing a suitable domain extension for your site’s purpose and branding can be pivotal to its success.

Dear SaaStr: How Many Sales Reps Do I Need?

SaaStr

You can back into it. First, figure out how much revenue you need to close in the next twelve month s. Because that’s more than now. Second, calculate a reasonable attainable quota for your closers, your Account Executives. This is generally derivate of your deal size.

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The 10 Most Important Lessons I’ve Learned as a Founder-CEO (and VC)

SaaStr

Q: What are the most important lessons you’ve learned in your career? My list: Slow down big decisions, speed up the rest. I’m not the first to say this, but boy it’s correct. Wait and find a truly great co-founder. I’ve done so, so much better when I had a great co-founder.