SaaStr

APRIL 19, 2024

If you want to build amazing stuff, you can reverse engineer it to figure out the rules of the game you need to play and optimize for those rules. You Need A Business Model with Economies of Scale As you’re trying to reverse engineer whether your business model makes sense, you have to look at your business model.

Engineering 102

Engineering Price Cross-sell Niche 102

Partners in Excellence

FEBRUARY 29, 2024

Stephen read a typical prospecting note to me, “I see you are involved in doing this……, I’d love to talk to you about how our products can help you… ” I asked him, “I see what you are interested in talking about—your products, how do you know if the customer cares?

Pitch 129

Pitch Prospecting Start-ups Conversion 129

Martech

MAY 2, 2024

When companies need to make major purchases, they typically assemble an internal team — known as the buying group, buying committee or buying center — to evaluate options and make the decision. But who knows if the person in that job is involved in buying your particular product or service? Purchasing agents Save money.

B2B 120

B2B Drivers/motivators CRM GTM 120

SaaStr

FEBRUARY 10, 2024

It really does make a difference, adding one more truly great one to the team. This is a mistake many entrepreneurs make once they have the tiniest bit of product-market fit. If you got 10, 50, 100 businessess to actually buy Yet Another SaaS Product — that is something. Get help & upgrade the team. Of everything.

Growth 125

Growth Product Customers 125

SaaStr

FEBRUARY 6, 2024

So we’ve had a ton of great conversations over the years on SaaStr on when and how to go multi-product. Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More I wanted though to do a deep dive on just one piece — a few thoughts how to sell that second product. An AI co-pilot to an existing product?

Product 87

Product Sell Quota Launch 87

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to recognize and exploit a new opportunity, which mandates the use of our products and services. Without some sort of change, we never get a purchase order.

High impact 122

High impact Service Growth Conversion 122

Martech

MAY 15, 2024

Marketing was not really part of this scope until this AI lifecycle. What really catalysed it was a lot of the questions we were getting about which use cases were generating ROI today and we kept coming back to marketing-related use cases. The firm is independent, holding no equity in the startups it evaluates or recommends.

Retail 59

Retail Cross-sell Technology Technology 59

SaaStr

FEBRUARY 22, 2024

The advice that stings is the advice you need to hear. The criticism that stings the most is the advice you actually need to hear. I needed a good arse kicking a few times as a founder. I needed a good arse kicking a few times as a founder. Really tough. It does seem to be more true, in my experience.

Contract 105

Contract Quota Up-sell Meeting 105

Partners in Excellence

JANUARY 25, 2024

While we talk about helping the customer determine their needs, our conversations are oriented not around defining and helping the customer learn about the problem, or the risks, or the challenges with the problem. Lahat has an amazing talent to start drawing new ideas and thinking. With that as forewarning, let me dive into this.

Customers 119

Customers Objectives and Key Results Growth Objection handling 119

Partners in Excellence

APRIL 5, 2024

Within that, Sales is the most dynamic and challenging role and the combination is really without precedent.” I joined PeopleSoft in 1996 as the head of Product Marketing and Strategy for Europe. So it remains stimulating and exciting after many years. ” Thanks for sharing your story Martin! .”

Sell 117

Sell Territory Consult Contract 117

SaaStr

APRIL 2, 2024

Dear SaaStr: What Do Founders Need to Know to Navigate a Merger/Acquisition? You can no longer fail or run out of money, but really, you can no longer win in the same ways, either. Even if they tell you nothing has really changed. The product will evolve in different ways than you’d planned, or even, hoped.

Sell 93

Sell Product 93

SaaStr

FEBRUARY 1, 2024

Sales execs can screw up so many things and still close a lot if they just get 1 thing right If they just are a true subject matter expert in the product they sell Yet so many aren't — Jason ✨Be Kind✨ Lemkin  ?? I just needed to pitch his entire team. My co-founder who was our product guru was supposed to join me.

Product 97

Product Engineering B2B Pitch 97

Martech

APRIL 25, 2024

Know what you need and why. Will it continue to fulfill those needs? “It’s It’s always use-case driven and we all need that reminder even if we know it,” said Milton Hwang , a strategic consultant and program leader for Kellogg’s Graduate School of Management. What are the use cases for it?

Contract 104

Contract Legal Price Technology 104

Martech

APRIL 15, 2024

What will customers remember after they have experienced your website, product, service or people? It was a much-needed reminder that we were on vacation and to take time to reset, be present and enjoy our time together. What will they tell their friends or colleagues about their experience — will they even mention it? Impressive!

Customers 125

Customers Hospitality Technology Technology 125

Search Engine Land

APRIL 30, 2024

Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? However, in fairness to Google, they really were looking to improve the user experience. The Google interface we know today will be gone in less than three years. For eight years, no one thought that would ever happen, but it did.

User Experience 113

User Experience Niche Service Closing 113

Search Engine Land

APRIL 26, 2024

One possible escape route is product-led SEO , which focuses your strategy on your customers’ needs, pains and desires. One possible escape route is product-led SEO , which focuses your strategy on your customers’ needs, pains and desires. 5 steps to kickstart your product-led SEO strategy 1.

Product 107

Product Launch CRM Start-ups 107

Partners in Excellence

MARCH 1, 2024

Hold your noses as you read… ) The thousands of outreaches inflicted on all of us, “Let me tell you about how great we are and all the impressive brands that have bought from us… ” Add to those, thousands more, “Let me tell you about our products and how great they are, when can we schedule a demo?”

Sell 73

Sell Pitch Quota Up-sell 73

Martech

JANUARY 17, 2024

“I’m actually shocked because I really just thought they were going to be regulated away, but yes, they started out with 32 million folks, so it’s happening.” ” Tara DeZao, product marketing director for adtech and martech at Pega, was reacting to the news that Google had finally begun phasing out third-party cookies.

Retail 137

Retail Entertainment Finance Start-ups 137

Search Engine Land

APRIL 26, 2024

I’m skeptical about user satisfaction increasing, considering what an unimpressive product AI overviews and SGE continues to be. I’m skeptical about user satisfaction increasing, considering what an unimpressive product AI overviews and SGE continues to be. AI overviews, which Google introduced in the U.S. and the U.K.,

User Experience 126

User Experience Follow-up Product 126

Search Engine Land

MAY 3, 2024

I appreciate that some people feel pushed into working really long hours or are using work in a negative way, but why shame someone who wants to work? I appreciate that some people feel pushed into working really long hours or are using work in a negative way, but why shame someone who wants to work? I just don’t mention it anymore.

Contract 98

Contract Start-ups Drivers/motivators Meeting 98

Martech

APRIL 18, 2024

For broader adoption of environmentally friendly digital advertising, it is crucial to promote the tangible benefits of green media products more vigorously,” Skinazi said. “As Left to right: Kellyanne Perez-Vera, Mastercard; Matthew Cullinen, HSBC Bank; and Solitaire Townsend from agency Futerra. Image: Green Media Summit. Green adtech tool.

Transportation 109

Transportation Finance Strategize Promote 109

Search Engine Land

FEBRUARY 26, 2024

Setting yourself up on ChatGPT You need a user-friendly interface through which to interact with AI and also to refine your generated output. it remains fast enough for productive long-form content generation and refinement. Generative AI tools like ChatGPT can create content, but it doesn’t always sound natural. blog post).

Niche 132

Niche Follow-up Technique Education 132

Martech

MAY 7, 2024

We were in a meeting, and I said something like, “Alex, I think it would be helpful if we could cut the data in a different way to figure out what’s really happening.” In my personal life, my wife and I know that if we really want the other person to do something, we need to explicitly ask as well. So Alex didn’t do it.

X-functional 97

X-functional Follow-up Meeting Strategize 97

Partners in Excellence

APRIL 1, 2024

As an aside, when presented with this, my response is, “Oh you are presenting me a cost per feature argument, I only need these 4 features, would you please adjust your price… ” Even while doing this, we leave it up to the customer to evaluate, “Will paying this much get me the return that I want?

Price 122

Price X-functional Presentation Represent 122

Martech

SEPTEMBER 11, 2023

Marketers need the big picture when it comes to customer experiences. Customer journeys focus on what your customers really want Looking at the entire customer journey provides organizations with more information and insights about the customer’s intent. It’s not enough to target individual touchpoints for improvements.

Customers 141

Customers Cross-sell B2B Service 141

Martech

APRIL 19, 2024

And social media is a good place to start if you’re looking for consumers who are thinking about researching and buying products. And social media is a good place to start if you’re looking for consumers who are thinking about researching and buying products. It’s one of the oldest debates in lead generation: quantity vs. quality.

B2C 116

B2C Lead generation B2B Campaign 116

SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? It’s not that expensive, not really. That’s a Double No. At $1k a year, so what?

Niche 113

Niche B2B Price Up-sell 113

SaaStr

SEPTEMBER 26, 2023

You won’t be able to scale this far without a full management team — VPs of Sales, Marketing, Product, Engineering, Customer Success at least. You have to let go of being the product manager and head of product. One that never really understands the space, the competition, and the product.

Engineering 113

Engineering Product Sales Customers 113

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. They answer concerns I have with product capabilities, not what the solution means to me and my organization and what we are trying to achieve. They keep pitching the product and what the product does.

X-functional 107

X-functional Pitch Price Customers 107

Martech

APRIL 15, 2024

A: I never really liked economics in itself. I like more the communication and the data part of it, so I ended up being really interested in digital marketing because it really had a lot of data you could leverage. That really piqued my interest. This interview has been edited for clarity and length. Europe and Asia.

CRM 103

CRM Retail Technology Technology 103

Martech

APRIL 11, 2024

Much of the excitement about AI centers on the promise of increased productivity. Much of the excitement about AI centers on the promise of increased productivity. Building a relationship before they ever have an explicit need for our offerings. We are really good at solving their urgent problems in this sphere.

B2B 129

B2B Manufacturing Technology Technology 129

SaaStr

OCTOBER 3, 2023

Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? The beauty to sales in SaaS is as sales professionals, for the most part, you aren’t selling a commodity or a fungible product. Knowing this quickly and accurately really helps. Solve my problem. Just truly solve my problem.

Negotiate 110

Negotiate Price Prospecting Sell 110

SaaStr

MARCH 20, 2024

What he’s learned on both sides of the VC table is that the bar is really high for most VCs. For instance, Founders Fund doesn’t really invest in AI, health tech, or edtech, even if you’re growing 5x. It’s wasn’t 1 out of 10 companies he spoke with that the fund was really excited about. Each VC has a different “flavor.”

Quota 106

Quota Finance Drivers/motivators GTM 106

SaaStr

MARCH 15, 2024

that doesn’t really work for a founder. But you do need to take care of yourself, at least as much as possible. A VP of Sales, Marketing, Product, Engineering, Customer Success. You don’t need to always have a great co-founder on Day 0. Quiet quitting, feeling sorry for yourself, working 30 hours a week, etc.

Gaming 97

Gaming Engineering Start-ups Product 97

Martech

SEPTEMBER 18, 2023

A: Outside of regulated industries, like schools, municipalities and government, the majority of organizations where we find the most need are manufacturing, production, construction and agriculture services. Those are really what bring our sales and marketing teams together. Q: So who are your customers? A: We segment by size.

Agriculture 123

Agriculture Territory Construction Manufacturing 123

Search Engine Land

FEBRUARY 23, 2024

In-house teams constantly juggle a never-ending pipeline of SEO projects, from competitor analysis and technical maintenance to launching new products and website migrations. Create clear checklists and lists with sub-tasks where these are needed. Picture this: an SEO project dashboard for a multi-faceted company.

X-functional 117

X-functional Territory Launch Follow-up 117

SaaStr

FEBRUARY 4, 2024

The less proven you are, generally speaking, the further along you need to be to raise from VCs. They can probably raise pre-product. Ditto But founders out of nowhere, really, with no track record? Ditto But founders out of nowhere, really, with no track record? A founder that sold their last company for $200m?

Growth 91

Growth Product 91