Membrain

JUNE 13, 2021

Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them.

Prospecting 129

Prospecting Customers Sales 129

SaaStr

JUNE 13, 2021

There may come a time, or two, in your company when you just don’t know what to do. When: You aren’t growing fast enough. and/or. The competition seems to be getting the best of you. and/or. You can’t raise financing. and/or. You just lost an important deal. Or maybe more than one. and/or. That great new initiative you were so excited about.

Finance 125

Finance Promote Customers Closing 125

Heinz Marketing

JUNE 13, 2021

By Lisa Heay , Marketing Planning Manager at Heinz Marketing. We recently adopted a tool at Heinz Marketing called Harvest for time tracking. In short, Harvest is “simple time tracking your team will actually use,” and I can vouch for that statement. We evaluated a few options in our search, and found that this one was the most simple, straightforward, and customizable in that it is available in whatever format each of our team members wants to use—their browser, Slack, desktop or mobile applica

Price 122

Price Start-ups Launch Follow-up 122

SaaStr

JUNE 13, 2021

In the annals of Blog Posts About Things I Don’t Care About, Convertible Debt versus Equity is high on the Top 10 List. It’s not higher than How to Have a Great Bored [sic] Meeting, but it’s high up there. I mean, whatever, right? All that matters is investing in great companies at a fair, stage-appropriate price, right? Yes. And as an angel, we can end and stop right there.

Legal 105

Legal Government Price Cross-sell 105

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Salesmate

JUNE 13, 2021

Better visibility for deal cards and control conversations effectively. Customize your Deal Cards . You can now choose the fields which should appear on your deal cards in your selected pipeline. With this, you can view all important data without moving through multiple screens. Not only this, you can have separate fields to appear on your deal cards for each pipeline (E.g., Your Retail pipeline and wholesale pipeline can have different fields.).

Pipeline 52

Pipeline Retail Contact Follow-up 52

SaaStr

JUNE 13, 2021

This week a big week for video watching on SaaStr’s YouTube, especially catch-ups from our epic SaaStr Enterprise 2021. The Top 10 of the Week: #1. “Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot’s CEO” A really great session on how to combine the two sales motions. #2. “From Developer to Founder to CEO: Engineering to Enterprise with Elastic” Elastic’s CEO Shay Banon doesn’t speak that often, so this was a special session on h

GTM 84

GTM Engineering Up-sell Sell 84

SaaStr

JUNE 13, 2021

It’s been great to have the CEOs of Qualtrics join us multiple times over the years, as it scaled from a late-stage startup to IPO to $8B+ acquisition. Fast forward to today, and Qualtrics is now worth $20B and CEO Zig Serafin joined us to share his lessons in scaling with Julia Laroche, Correspondent at Yahoo Finance. This is how Zig focuses on building the right team, simplifies organizational design, and scales from the ground up.

Growth 67

Growth Finance B2B Technology 67

Iannarino

JUNE 13, 2021

The Gist: The legacy laggard approach to sales is transactional, even if some versions have added a few modern strategies. The legacy solution approach moved us away from transactional models, in response to what clients needed from a salesperson. Only the modern approach to B2B sales responds to the needs of today’s decision-makers and decision-shapers.

Clients 226

Clients B2B Sales Service 226

SaaStr

JUNE 13, 2021

Q: How long does it take to implement Salesforce for a mid-size company? Probably 6–12 months. Let me book-end it: When I was a VP at a Fortune 500 tech company, it took 2.5 years. Really longer with the initial evaluation. Why? Phase I: Evaluation. Stakeholder discussions. Initial budget. Phase II: Map out migration strategy. Pilot and test new workflows.

Process 59

Process Sales 59