SaaStr

FEBRUARY 21, 2023

PST for those of you who want to connect with SaaS experts — Growth Advisor at FastSpring and Director of Growth at Planday, Frederic “Fred” Linfjard shares his insights on how to evolve from a sales-led to product-led GTM strategy constructively. When can we expect X% of trial sign-ups to convert with 1-2 human touches or less?

Go To Market 97

Go To Market Growth GTM X-functional 97

ConversionXL

MARCH 13, 2019

B2B buyers from Gen X expected phone calls and handholding. American Hotel Register meets many functional requirements of a good ecommerce site—they include a comprehensive category listing and feature a search bar prominently. By 2014, almost half of B2B buyers were millennials , nearly double the number from 2012.

B2B 130

B2B B2C Retail X-functional 130

Martech

JUNE 21, 2023

As founder and CEO of marketing technology management platform CabinetM, as a writer and keynote speaker, and as a tireless evangelist for the well-constructed marketing stack, Anita Brearton is one of the most familiar faces in the martech space. This interview has been edited for clarity and length. She’s also a MarTech contributor.

X-functional 102

X-functional Technology Technology Construction 102

Hubspot

AUGUST 17, 2021

With so much room for confusion and error, it's easy for any company to drop the ball and frustrate its salespeople, making poorly-constructed compensation plans one of the main reasons why people leave sales roles. Sometimes, it means they’re selling a lot of Product X when the company is pushing for sales of Product Y.

Commission 91

Commission Quota X-functional Finance 91

Search Engine Land

OCTOBER 10, 2023

Facebook, LinkedIn, TikTok, X, Pinterest): “I want to know” searches (through acquaintances and friends). Functioning as a source of business intelligence. How consumers connect with their environment, mental constructs and worldviews shapes their perception and use of products and services. Ecommerce platforms (e.g.,

Objectives and Key Results 101

Objectives and Key Results X-functional Intrinsic Construction 101

Hubspot

JUNE 14, 2022

The most successful products and services have some kind of edge — a defining, compelling x-factor that captures and capitalizes on potential customers' attention. The market for virtually every product or service is flooded with a variety of options — all serving the same fundamental function. Apple and Samsung both make smartphones.

X-functional 78

X-functional Entertainment Territory Price 78

Hubspot

APRIL 4, 2023

Describe a time when you worked within a cross-functional team to complete a project. For instance, you may work cross-functionally with different departments or have multiple stakeholders to manage. For instance, "One example that comes to mind is when I was working with a client who wanted to [X].

Consult 83

Consult Objectives and Key Results X-functional Construction 83

ConversionXL

JULY 29, 2020

Yes, Google and Amazon’s search functions are not the same. In the example above, separate bullets cover aspects like construction materials, battery life, and microphone capabilities. Of course, not everything requires reworking. What doesn’t change. No, not everything is different: Keywords still matter. Backend keywords.

Click Through Rate 113

Click Through Rate Objectives and Key Results Retail Engineering 113

ConversionXL

MARCH 28, 2019

These early supporters form a base of users and provide valuable feedback regarding your product’s functionality. This means that you’ve applied feedback from alpha testers and that your product has no major bugs for its core functionality. Feedback is honest and constructive. Your product is not going to be perfect.

Campaign 127

Campaign Product Launch Referrals 127

Hubspot

JUNE 22, 2022

Sound customer relationships are the foundation of any viable, productive business — having direct sway over how your business functions and grows. Exceptional customer and partner experiences are central to forging and sustaining constructive business relationships. Types of Business Relationships. Customer Relationships.

Legal 91

Legal Relationship building Contact X-functional 91

SaaStr

FEBRUARY 4, 2020

We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. You’ll be on your company team, your functional team, an agile cross functional working group. How do you challenge directly X-axis?

Drivers/motivators 99

Drivers/motivators X-functional Trust Cross-sell 99

Heinz Marketing

JANUARY 9, 2018

Millennials are taking their seats at the buying table, seated among their Generation X and Baby Boomer colleagues, and that disruption is happening, and will continue to happen, whether B2B sales and marketing teams are ready for it or not. The answer is that traditional B2B buying committees are undergoing a generational-paradigm shift.

B2B 67

B2B Objectives and Key Results B2C Promote 67

Salesforce

FEBRUARY 14, 2022

Here’s what the studies tell us about having a constructive dialogue with customers about the value exchange in marketing: In the past few years, there has been a dramatic rise in the proportion of people who tell us they feel like they’re losing control. Don’t assume all people are alike.

X-functional 52

X-functional Construction Trust Follow-up 52

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Some might see the added functionality as a “must-have,” while others may see it as a “nice to have.”

GTM 86

GTM Negotiate Profit margin Contract 86

Heinz Marketing

MARCH 11, 2019

I think what I see happening now is kind of a return to the basics and saying what are our core objectives as a team and how does our technology need to be constructed to help us do what we really care the most about. And you can have much more kind of constructive conversations once you’ve built that level of trust I think.

Pipeline 65

Pipeline Sales B2B X-functional 65

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. One of the things to keep in mind is while different generations and different functional areas depending on what role you’re selling to are going to want to be engaged with differently. And that’s how you start to drive that culture of customer success.

Prospecting 96

Prospecting Customers Promote X-functional 96

ConversionXL

APRIL 28, 2016

How do you decide to assign X experience to Y segment? With a targeted marketing system, what they experienced is now a function of both their ‘data’ and the targeting logic that were both active AT THE TIME of the experience. As Gershoff put it, personalization is fundamentally the “process of assigning users to experiences.”

A/B testing 69

A/B testing User Experience Technique X-functional 69

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. It would be hard to construct this tool, I would imagine if you didn’t have a point of view on how enterprise sales should be run in the first place. They’re important because they pay the bills.

Growth 79

Growth Contract Pipeline B2B 79

Hubspot

JANUARY 6, 2016

Community sites like LinkedIn and inbound.org have helpful filters and search functions to help you comb through profiles more effectively. If they do ask for more feedback as follow-up, be constructive. Plus, you may find the perfect person who wasn’t in the job market and therefore never would have found your job description.

Referrals 53

Referrals X-functional Follow-up Construction 53

SaaStr

DECEMBER 31, 2019

How do we get the functionality of Salesforce out there in the field and on the phone? It Has really, really deep functionality. ” And so we broke it down into a very basic set of functionality, and then used that momentum to sort of bring us towards really our core product, which was the desktop product. Does it matter?

Product 64

Product B2B X-functional Growth 64

Heinz Marketing

SEPTEMBER 17, 2018

Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. Melissa: My strong opinion is that the sales enablement function should report up into sales. Melissa: Yeah.

Pipeline 62

Pipeline X-functional Sales Up-sell 62

SaaStr

APRIL 24, 2020

Harry Stebbings: Can I dive in and ask, in terms of kind of the connection of that strategy, how do you create that connection cross-functionally across the company? So effectively, what works, I guess, in terms of your experience in connecting with the individual heads of function to imbue the strategic thoughts that you have to them?

X-functional 95

X-functional Strategize Retail Technology 95

SaaStr

MARCH 5, 2019

Those things actually should be constructed and collaborated and changed in dynamic where everybody can see them. And I think one thing that’s broken around the conversation is it’s easy to sort of project big numbers where you’re like “Hey, look at our percentage of x or our percentage of Y.”

Objectives and Key Results 77

Objectives and Key Results Cross-sell Trust Product 77

Lead Fuze

JANUARY 2, 2024

But don’t let the term ‘strategy’ intimidate you; think of it like plotting out a treasure map where X marks the spot for achieving greater visibility and connection with customers who are already searching for what you have up your sleeve. Think digital Swiss Army knife: all function, no fluff. Picking a CMS?

Sales 52

Sales Strategize Niche Lead generation 52

SaaStr

MARCH 5, 2019

Those things actually should be constructed and collaborated and changed in dynamic where everybody can see them. And I think one thing that’s broken around the conversation is it’s easy to sort of project big numbers where you’re like “Hey, look at our percentage of x or our percentage of Y.”

Objectives and Key Results 64

Objectives and Key Results Cross-sell Trust Product 64

SaaStr

MAY 7, 2019

It’s non-violent communication, but very much like here’s X, Y, Z. I’m in the space so I try to practice what I preach, but yeah, it was definitely a force and function for me to kind of up level myself. ” It’s become something that I really seek out. No defense. Justin Kan : Cool.

Trust 48

Trust Start-ups Engineering Legal 48

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? So the previous one saying carefully constructed very different things, staying in the same segments, [inaudible 00:09:38]. What are the biggest challenges in making this transition? Krish Subramanian: This is a fantastic question.

Price 64

Price GTM Up-sell Product 64

SaaStr

MARCH 1, 2019

How does Tom think about constructing comp plans the right way today? And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. How does the impact of a salesperson change the conversion rate?

Contract 67

Contract Price Commission Up-sell 67

SaaStr

JUNE 21, 2019

Is there commonalities in where you see some people go wrong in their presentation construction and really displaying of customer stories? So, you know, “I need a case study for the retail industry in the northeast and it needs to have X, Y, and Z thing.” And it’s not always clear cut.

Start-ups 68

Start-ups X-functional Drivers/motivators Up-sell 68

SaaStr

JANUARY 10, 2020

It’s that you should constructively build a team that’s going to be like assembling the Avengers where any one of them by themselves has amazing superpowers, but it’s the entire squad together that is going to save the world. Bob Moore: At that 50 plus era, there’s a function for this. In that regard, yes.

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64

SaaStr

JUNE 14, 2019

It does make me think, Dave, to a lot of questions that I get in terms of from early stage founders who have their first few sales reps and they always say to me, “Harry I’m going through quota setting, quota construction. We thought we were buying a fully functioning management team.” ” Right?

Strategize 65

Strategize Quota Non-Profits Price 65

ConversionXL

JANUARY 28, 2020

What about specific skills to the job—doing X analysis, using Y tool, familiarity with Z marketplace? Team construction is even more important than each individual hire, so make sure that you’re adding to the team—not just going for more of the same. . Can they talk to each group on their level? Which specific skills are different?

Growth 70

Growth X-functional SQL UX 70

ConversionXL

APRIL 6, 2016

Perhaps because they require effort (to X). 52 / test duration weeks ) x (# of simultaneously testable pages/funnels). Quantify your findings (~3 out of 6 said X). New functionalities, features. Lower conversion rates are either caused by: Poor offer construction. People hate popups, but they increase conversions.

A/B testing 77

A/B testing Non-Profits E-commerce X-functional 77

SaaStr

JANUARY 3, 2020

How does Tom think about constructing comp plans the right way today? And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. How does the impact of a salesperson change the conversion rate?

Contract 12

Contract Price Commission Up-sell 12

Salesforce

OCTOBER 28, 2024

While we can’t scale human intuition, we can approximate it with through a ranking function. This ranking function is a neural network that learns from past experiences regarding which types of neural networks look promising and which are likely to be useless.

X-functional 52

X-functional Represent Construction Networking 52

Sales Hacker

APRIL 29, 2025

It’s a core function of product marketing. What happens when developers can do 10 x coding? So I read a quote by you as to lure them, you have to deliver something like three x plus value. That three X threshold really made the difference. It is user research, right? For more extensive kind of market sensing.

GTM 89

GTM Product X-functional Start-ups 89