ConversionXL

JUNE 30, 2019

Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and

UX 126

UX X-functional A/B testing User Experience 126

ConversionXL

NOVEMBER 3, 2016

It’s often a higher purchase price (or at least a more complex sale). So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. To what points in the customer journey do they correspond? They may have been a customer before.

B2B 110

B2B Conversion B2C SQL 110

Hubspot

OCTOBER 23, 2017

Do you sell to their industry? A qualification framework is essentially a rubric that salespeople can use to determine whether a prospect is likely to become a successful customer. Every customer and every sale is different, but all closed-won deals share commonalities. Does the buyer match the demographics of a given persona?

Sales 101

Sales X-functional Contact Prospecting 101

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. The first is your customers have to have more stuff to buy. FULL TRANSCRIPT BELOW.

X-functional 57

X-functional Engineering Clients Start-ups 57

SaaStr

JULY 17, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. Keith Rabois: There is in another tale two cities is most of the people that were most affected by the March and April shutdowns were not the people that buy and sell houses.

E-commerce 74

E-commerce Retail Real Estate Growth 74

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. How much of a role does price play in selecting the ultimate acquirer? How long do they last? Is that a concern?

Strategize 59

Strategize Quota Non-Profits Price 59

Lead Fuze

JULY 1, 2023

Finally, you’ll gain insights on cross-checking territory assignments, compensation incentive programs, capacity staffing and understanding different types of quotes serving different functions. Instead, customize goals based on each rep’s unique capabilities for more realistic and achievable targets.

Quota 52

Quota Growth Territory Commission 52

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor. Want to see more content like this? FULL TRANSCRIPT BELOW.

Price 40

Price X-functional Cross-sell Growth 40

Lead Fuze

JULY 6, 2023

Pinpointing customers’ issues is an essential move in boosting your product or service, increasing customer gratification, and eventually aiding the development of your company. In this blog post, we will delve deep into various strategies on how to identify customer pain points effectively.

Customers 52

Customers Clients Lead generation X-functional 52

SaaStr

FEBRUARY 15, 2019

In Today’s Episode: * David Skok , General Partner @ Matrix Partners: Why does David believe that all good products have at least one variable pricing axis? Chetan Puttagunta , General Partner @ Benchmark: Why does Chetan believe we have seen a strong decline in the per seat pricing model? What are the pros and cons? Listen on Spotify.

Price 44

Price Cross-sell X-functional Up-sell 44

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. The company was doing phenomenally well and our customers were doing phenomenally well before March hit.

X-functional 63

X-functional E-commerce Growth Retail 63

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Which is unlike selling to consumers, who have common needs and wants. The right B2B sales strategy optimizes your sales process around a few key principles, all of which allow you to make the most out of B2B selling efforts. B2B Sales Principles.

B2B 98

B2B Cross-sell X-functional Follow-up 98

PandaDoc

APRIL 12, 2022

Customer success metrics are the bread and butter of the SaaS industry, especially when it comes to business operations. In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. 7 customer success metrics for SaaS. Customer Effort Score (CES).

Customers 52

Customers X-functional Promote Price 52

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year.

Price 96

Price Start-ups Up-sell X-functional 96

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

SaaStr

APRIL 24, 2020

For vendors going through that digital transformation with their customers, what is the right tone to adopt that is both empathetic and achieves business objectives? They have almost 2,500 customers in segments both struggling (fashion, luxury), and growing (electronics, etc.). 328: Romain Lapeyre is CEO of Gorgias.

X-functional 88

X-functional Strategize Retail Technology 88

ConversionXL

JULY 20, 2019

They also found that customer lifetime value (CLV) of email users is an impressive 12% above average. These product category prompts help deliver a more customized shopping experience (i.e. Transactional emails are based on visitor/customer behavior. However, the opportunity to up-sell and cross-sell has been lost completely.

Conversion 90

Conversion Promote X-functional Start-ups 90

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Customers’ expectations are higher than ever with more access to information and options. You can see the full video here , and read the podcast transcript below.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

SaaStr

JULY 15, 2022

And each of those webinars will probably produce at least one customer if you do it every single week in scale. Fergal Kerins (@FergalKerins): What if the customers you are trying to reach are all giants? How, if no one’s heard of you, do you sell to big companies? So again, we could use it for any function.

Growth 98

Growth Cross-sell Start-ups X-functional 98

PandaDoc

MARCH 7, 2023

It’s a structure of steps that help lead a customer further down the funnel in the most streamlined way possible. This visual aid gives every member of your sales team a big-picture view of the entire selling process. Links or arrows can guide each team member on what to do next, depending on how the customer is responding.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. So first off, I’m saying we start with customer success. That’s easy.

Growth 83

Growth Cross-sell Contract X-functional 83

ConversionXL

APRIL 3, 2018

Amazon built its growth on top of these 4 pillars: Customer Centricity. The most important single thing is to focus obsessively on the customer” – Jeff Bezos. They may believe “the customer is always right” but how do they act? Aligning customers & business objectives. The power is in how customer data is used.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

ConversionXL

NOVEMBER 11, 2015

To navigate the list, you can filter out tools based on function as well as for which size company it works best. You can add a custom goal right in the code, and it automatically shows up on the report – you don’t need to create the goal first. Account managers can tier customers.

Conversion 124

Conversion A/B testing UX Consult 124

ConversionXL

DECEMBER 30, 2015

They also found that customer lifetime value (CLV) of customers acquired via email is an impressive 12% higher than the average. These product category prompts help deliver a more customized shopping experience (i.e. Transactional emails are based on visitor / customer behavior. Typical price range.

Conversion 88

Conversion Promote X-functional E-commerce 88

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. An online commerce experience that helps customers get started in minutes. Our goal is to make the customer’s entire experience dead simple and delightful.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Trust Product 62

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. An online commerce experience that helps customers get started in minutes. Our goal is to make the customer’s entire experience dead simple and delightful.

Objectives and Key Results 57

Objectives and Key Results Cross-sell Trust Product 57

PandaDoc

MAY 8, 2023

Customer support is an essential aspect of any customer experience, and research bares this out: 68% of customers will pay more for products and services from companies with a strong record of good customer service. Hubspot ) 61% of customers say they would defect to a competitor after just one bad experience.

Service 52

Service Product Customers E-commerce 52

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. Aileen Lee: Yeah, and they’ve got referenceable customers, they’ve got pipeline, they’ve got funnels. Aileen Lee: Is the price going to be double? Jason Lemkin: I mean, if prices double, it all works.

Pitch 67

Pitch Start-ups Up-sell Technology 67

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. How do they get their customer? So sell your product. X this year. It didn’t even have custom tabs. What’s their NRR? What’s their deal size?

Quota 81

Quota Growth Product Closing 81

Hubspot

SEPTEMBER 11, 2018

Selling to people who can’t or won’t buy is a huge drain on your sales productivity, budget, and team. Business pain points affect a company's bottom line and must be solved in order for them to grow and function successfully. These are slight annoyances -- but aren't keeping the company from functioning. Of course you have.

X-functional 101

X-functional Cross-sell Angle Prospecting 101

ConversionXL

APRIL 12, 2017

Finally, day three covered all things customer success and growth. It’s not which variant collects more email addresses, it’s which variant sells more books. Take the steps a customer takes to complete a task (e.g. Then we chart the customer’s happiness / frustration at each step. E.g. “I’m always proud to be a customer.”

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86

Heinz Marketing

FEBRUARY 21, 2022

The power of 3 key selling strategies: virtual product tours, ROI validation and customer case studies. How ScienceLogic aims to get the right personalized outcome engagements to targets by building components cross-functionally. How do you progress that customer, that prospect down that path? Matt: Love it.

Pipeline 99

Pipeline B2B Inside sales Trust 99

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. You have to actually go and talk to your customers. Shifting to the fifth is around pricing.

E-commerce 104

E-commerce Price Start-ups Growth 104

ConversionXL

OCTOBER 4, 2018

Massive, cloud-based repositories of customer interactions, often called data lakes, are the raw source material for predictive analytics applications. the probability of users to click on an ad, to download a whitepaper, to respond to an email, to respond to an offer, and other customer response you define. customer churn.

Sports 131

Sports Clients Engineering Niche 131

ConversionXL

JUNE 19, 2018

Your customers are ready for the future of commerce. You need high tempo testing and experimentation throughout the whole customer journey. Where is your customer journey captured? Pricing is a rule. It’s all about customer experience. It’s not about technology, but customer centricity + agility, data drivenness.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103