Martech

MARCH 21, 2023

Why your tech stack ROI is worse than it should be In the last three years, my company has conducted over 500 calls with HubSpot customers about their platform setup, spend and optimization. To keep up, you must continually read product updates, beta launches and more to learn how your tech stack functionality is expanding.

X-functional 85

X-functional Negotiate Contract Technology 85

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. There’s a lot of services. Matt Garratt. David Schmaier.

Price 61

Price Retail X-functional Healthcare 61

ConversionXL

JULY 28, 2020

In other words: Behavior = motivation x ability x prompt. How do our customers make the decisions they do? Nudges are small, but they can have a big impact on conversions, sign-ups, revenue, and customer loyalty. Price anchoring is a sure-fire nudge to drive online behavior. Image source ). What is nudge marketing?

X-functional 163

X-functional Drivers/motivators Retail Price 163

SaaStr

APRIL 2, 2023

Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Invest in back-office systems early.

X-functional 113

X-functional Clients Growth Start-ups 113

Gong.io

JUNE 23, 2022

Let’s geek out for a second, and write down a formula for how companies obtain new customers: New Customers = # Leads * Close Rate. So, they close 200 customers. . So, they close 242 customers—roughly 20% more than Company A (21%, to be precise). Revenue = # Leads * Close Rate * Average Revenue Per Customer.

X-functional 62

X-functional Finance Price Engineering 62

Adaptive Business Services

JANUARY 27, 2021

Now then … They may not know how much your service will actually cost – Educate them! Of course, this will vary by product, service, and by the buyer’s level of expertise in these areas. Is it functionality that floats their boat? Do they buy on price alone vs. value, quality, or service? Be careful!

X-functional 93

X-functional Electricity Education Finance 93

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms.

Account management 52

Account management Negotiate X-functional Cross-sell 52

Capterra Sales & Marketing Software

FEBRUARY 24, 2021

The name change and rebranding denotes the company’s expanded outlook on surveys as part of a larger voice of the customer strategy. Their software service continues to offer survey capabilities as well as workflow, audience, communication, and analysis tools. This data comes from your customer experience surveys. Google Forms.

X-functional 116

X-functional CRM Networking Price 116

Hubspot

DECEMBER 23, 2022

Unlike manual prospecting, sales prospecting software allows you to quickly identify potential customers. Even in instances where salespeople can identify interested customers, 19% of salespeople struggle with getting in direct contact with decision-makers. Custom views. That includes how prospects are identified.

Prospecting 78

Prospecting X-functional CRM Contact 78

Hubspot

SEPTEMBER 2, 2020

Take, for instance, a product pricing landing page that gives incorrect information (or, hides the price entirely … ). Alternatively, consider a social media advertisement that claims a product will do X, Y, and Z — but then, when you order it, you find it can only do X.

X-functional 101

X-functional Non-Profits Promote Trust 101

Lead Fuze

AUGUST 12, 2021

Let me point out one important fact — We are all human beings, and our minds function in a similar way. Offer your customers help and guidance when they start using your product. And in the end, you can also offer them a free trial or free usage for one part of your product or service. How to Implement It into an Email.

Sell 98

Sell X-functional Sales Follow-up 98

PandaDoc

OCTOBER 3, 2023

Key takeaways AI can enhance sales processes in many ways, from providing customer insights to automating tasks. Enhanced customer insights AI analyzes vast amounts of data and can derive valuable insights about customer preferences, behaviors, and pain points. Turbo with API and predefined inputs.

Process 52

Process Objectives and Key Results X-functional Sales 52

SalesHandy

MARCH 21, 2023

Personalize your emails: When you say “Hey Mike” instead of “Hey Customer”, it makes a world of difference. You can also personalize your offerings in accordance with their pain points and the solutions your product/service can offer. All we want to know is how would that product help us I am investing X amount of money in it.

Closing 98

Closing X-functional Sales Follow-up 98

ConversionXL

JUNE 23, 2019

Your website is often the first point of contact for customers, responsible for first impressions and, of course, revenue. For example, your wife said Product X is good, or your friends said Service Y sucks. My guess is that you won’t buy it—even though the price is amazing, and you know it’s a good product.

Trust 132

Trust X-functional User Experience Price 132

ConversionXL

MARCH 13, 2019

But if your B2B ecommerce site differs on any of those elements—high prices, large quantities, or a need to serve B2C and B2B buyers—things change. B2B customers usually go after small market segments. B2B buyers spend an average of $491 per order , compared to $147 for B2C customers. So what changes? And what works best?

B2B 130

B2B B2C Retail X-functional 130

Sales Hacker

APRIL 10, 2018

How to map your GTM strategy to different customer segments. How to Segment B2B Your Customers. When we map the number of deals committed against a listed price (ACV), you will notice deals starting to segment around discount levels. Distribution of B2B deals as a function of price (a product of discount and list price).

Go To Market 73

Go To Market GTM X-functional Territory 73

The 5% Institute

FEBRUARY 13, 2020

People, Process, Product – 3 x Words To Succeed. This is a methodology used to streamline a business’s functions, by saving potential wasted cost, enhancing profits, and creating a better experience for both your staff and clients/ customers. Where Does The People, Process, Product Methodology Come From? Qualifying.

Process 98

Process Product X-functional Objectives and Key Results 98

ConversionXL

FEBRUARY 3, 2022

Growth hacking is a practice that aims to acquire as many customers as possible while spending as little money as possible. Where campaigns to build brand awareness and generate top-of-funnel sales drive traditional marketing, data across the entire customer lifecycle drives growth hacking in marketing. What is growth hacking?

Growth 113

Growth Referrals Minimum Viable Product Drivers/motivators 113

SaaStr

JANUARY 24, 2022

I’ve worked with numerous start-ups that used outsourced accounting services with zero SaaS experience, and these firms didn’t even recognize automatic upsells, additional seats, etc. Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions.

Finance 131

Finance Contract X-functional Start-ups 131

The 5% Institute

AUGUST 21, 2019

In this article, I’m going to share with you the 10 x important points you need to focus on to fix your business. How To Fix Your Business – 10 X Steps To Guide You. Do your prospects and potential client base have a want or need for your products or service? Sale price. Lifetime value of customer. Rent/ lease.

X-functional 98

X-functional Objectives and Key Results Up-sell Clients 98

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

JULY 8, 2020

With dynamic search ads, your ads are automatically customized based on the content of your site; you don’t even choose keywords for your campaign. The keyword insertion function matches the exact keyword someone typed in. Price extensions. With price extensions, people can see sample prices before they click.

GTM 100

GTM X-functional Appointment Campaign 100

ConversionXL

AUGUST 31, 2017

AB Tasty is a reasonably priced and simple to use tool that serves as a good starting point for companies just starting in conversion optimization. Pricing is mid range – not as expensive as other leading competitors in the market. Customer service team are very responsive and quick to tackle problems if any arise.

A/B testing 129

A/B testing E-commerce X-functional UX 129

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase percentage of repeat customers.

Commission 92

Commission Quota X-functional Non-Profits 92

ConversionXL

OCTOBER 21, 2019

dashboards in Google Data Studio (or any other visualization tool, for the price of that tool). …and you have a shitty custom CRM that can never connect to your Ads or Analytics platforms. You can then say that userID X, who came on January 11 from Google Ads, brought us $500,000 in revenue. Use Google services.

SQL 84

SQL CRM X-functional Clients 84

Hubspot

NOVEMBER 20, 2017

It’s difficult to know how to approach prospects in the early stages of the customer journey -- especially around the holidays. Think of each point as a small gift to yourself this year: [Insert prospect problem + how you can solve it] ( i.e., Data entry is eating away at your time, but Company X can reduce entry time by X%. ).

X-functional 90

X-functional Commission Clients Prospecting 90

Hubspot

FEBRUARY 24, 2012

Although you wouldn't know it after a particularly poor customer service interaction (we've all been there), most organizations really are invested in keeping customers happy. It costs about 5 times more to acquire a new customer than it does to generate new business from an existing customer.

B2B 63

B2B Customers Education X-functional 63

SalesLoft

APRIL 1, 2014

The way you talk about your product is your customer’s introduction to its value. Explain exactly how your service will benefit a customer by focusing on the big picture. Explain exactly how your service will benefit a customer by focusing on the big picture. Value (not Price). You (not I).

X-functional 52

X-functional Price Sales Prospecting 52

Salesforce

NOVEMBER 20, 2023

A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. He suggests leading with a compelling proof point from a customer case study where you’ve delivered solid results. Do you owe the prospect a spec sheet or a price quote? Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

SaaStr

NOVEMBER 2, 2019

* What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? Does one have to expand the product line to retain customers? First, what is continuous customer development? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise?

GTM 53

GTM Price Up-sell Product 53

ConversionXL

SEPTEMBER 13, 2012

Your website is often the first point of contact for the customers, responsible for first impressions and of course sources of revenue. your wife said it’s good or your friends said service X sucks). friendly customer service or text full of typos and factual errors). What do you do? Because of lack of trust.

Trust 133

Trust X-functional Price Contact 133

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. How does Vikas think about professional services? What should they look for in those reps?

Finance 55

Finance X-functional CRM Engineering 55

Hubspot

MARCH 7, 2014

2) Keep your card functional. ” x 2” space. Questions to consider during the editing process to ensure your business card features the most functional content possible include: Are the details included clear, concise, and relevant? Unfortunately, 2 pages of content won’t fit in a 3.5” Inbound Marketing'

X-functional 75

X-functional Networking Clients Prospecting 75

ConversionXL

MARCH 24, 2016

Equally valuable is finding activities that correlate with higher customer success – whether that be RPV, LTV, or whatever metric you’re optimizing for. Say that you discover customers that use the search feature are twice as likely to convert. But how do you find these correlative metrics? What’s a Correlative Metric?

Conversion 77

Conversion A/B testing X-functional Technique 77

PandaDoc

APRIL 24, 2020

You might even consult the DocuSign pricing page to learn more about the product as you try to understand which plan is right for you. But just looking at one set of pricing plans doesn’t help you understand the best solutions out there. Here’s how the best e-signature solutions compare with DocuSign in 2020.

Price 59

Price X-functional CRM Follow-up 59

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. Gillian Heltai | SVP of Client Services @ Talkdesk. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. Join us at SaaStr Annual 2020.

X-functional 57

X-functional Engineering Clients Start-ups 57

SaaStr

APRIL 30, 2022

Average Revenue per Customer. Customer Lifetime Value (LTV). Customer Acquisition Cost (CAC). & One is customers. Customers love SaaS products and tools because it simply works. Two is the growth of your existing customers. It’s basically lost customers. Average revenue per customer.

Price 97

Price Launch X-functional Contract 97