SaaStr

JANUARY 24, 2024

Can you start and stop a PLG motion? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. The bad news is it wasn’t driving the results they wanted. What should you look for in an Enterprise rep vs. a Mid-Market rep?

Growth 90

Growth GTM Up-sell Legal 90

Partners in Excellence

MAY 26, 2023

It’s come up with some great ideas and approaches for programs that would be self guided through ChatGPT (By the way, if you are interesting in piloting some of the approaches ChatGPT and I are developing, just reach out. But in it’s enthusiasm to start training sellers, it’s started pitching me on how good it can be.

Pitch 99

Pitch Manufacturing Objectives and Key Results Launch 99

SaaStr

SEPTEMBER 27, 2023

Given the massive downturn that started 18 months ago, many SaaS founders are nervous about what it takes to raise capital in SaaS in 2023 / 2024. The good news is that we’re still at the 2019 levels. It’s not much worse than 2019, and it wasn’t that bad then. In 2016, Janz did research and tried to answer this.

Growth 77

Growth Start-ups Product Sales 77

Search Engine Land

MARCH 21, 2023

As reports circulate that AI research lab OpenAI uses news stories from media outlets like the Wall Street Journal and CNN to train its ChatGPT chatbot, an even greater challenge emerges: How do media outlets retain traffic, revenue and relevancy in the generative AI era? AI-generated news has long inspired fear among journalists.

Sports 102

Sports Gambling Legal Engineering 102

SaaStr

FEBRUARY 26, 2021

Brendon Cassidy, my VP of Sales wrote a version of this piece a while back. I though an updated version of this would be good for founders thinking about hiring a VP of Sales … VPs of Sales themselves … and VPs-to-be to read — Jason, ed. You need revenue. It isn’t going to work in a startup.

Commission 115

Commission Finance Sales Engineering 115

Search Engine Land

DECEMBER 27, 2023

Test driving Google’s Search Generative Experience The AI-generated answers are presented in a variety of forms via a snapshot, with links, images, videos and the ability to ask follow-up questions. Leading up to this: In January, we learned that Google would unveil a version of its search engine with chatbot features.

Engineering 128

Engineering Follow-up Launch Start-ups 128

SaaStr

APRIL 5, 2021

I bet the freemium metrics appeared good, with positive growth and solid conversion rates. Hmmmm … well, to me, that’s not a bad place to be once a space, a category, gets to $100m+. But more often, SaaS categories with significant complexity in workflows and features end up in natural oligopolies.

Price 95

Price Start-ups Up-sell Closing 95

Heinz Marketing

JUNE 27, 2022

It’s been changing and evolving for several years now across the globe, and if you’re not paying attention as a marketer, you’re going to find yourself left behind with a hard road to catch up. Transparency isn’t a bad thing, and with the knowledge, some are opting in. By Lisa Heay , Director of Business Operations at Heinz Marketing.

Prospecting 96

Prospecting Gaming Trust Start-ups 96

Heinz Marketing

SEPTEMBER 28, 2020

Steven talks about the importance of changing your messaging to better fit with the world and the mindset customers and prospects are in, in a down economy versus a good one. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Specifically, helping companies to do more with less.

Pipeline 132

Pipeline Outside Sales Sales Up-sell 132

Eliminate Your Competition

APRIL 16, 2021

There are good LinkedIn prospecting strategies and bad strategies out there in the wide open Internet, but in this article, I want to discuss how to cultivate great relationships with someone that you have identified as being a prospect for your product. Much has been written about how to find prospects on LinkedIn.

Non-Profits 98

Non-Profits Retail Quota Cold Call 98

Eliminate Your Competition

SEPTEMBER 7, 2020

This version of the video doesn’t have the automatic transcription of the original podcast. As a way of getting started, tell us about yourself. I’m currently the Chief Revenue Officer for Agile Stacks, a startup company based in California. And yes, so he grew up with everyone calling him “seen.”

Mechanical Engineering 98

Mechanical Engineering Engineering Up-sell Follow-up 98

SaaStr

JUNE 7, 2021

As we gear up for SaaStr Annual 2021 in the SF Bay Area , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. Anyone can copy a good idea; execution, however, is enduring. Tell us your version of the history. Get tickets here.

Non-Profits 133

Non-Profits E-commerce Start-ups Up-sell 133

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Contractor management software is a tool that helps organizations streamline and automate the processes related to hiring, onboarding, monitoring, and evaluating external contractors and vendors. CMS helps you better collaborate with contractors.

Contract 52

Contract Construction Government Legal 52

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Contractor management software is a tool that helps organizations streamline and automate the processes related to hiring, onboarding, monitoring, and evaluating external contractors and vendors. CMS helps you better collaborate with contractors.

Contract 52

Contract Construction Government Legal 52

Search Engine Land

JANUARY 4, 2023

“I can’t find any good writers.” Excuses and lies we tell ourselves to simultaneously: Puff up our ego. And when it comes to content operations, the faster you recognize that you’re the problem, the quicker you’ll get to crushing your next revenue target. Don’t lie. Show of hands. All of them.

Assembly Line 102

Assembly Line Angle Start-ups Follow-up 102

Lead Fuze

JULY 7, 2023

This genius strategy involves convincing your existing customers to level up and buy the deluxe version of what they already love. It’s a win-win situation that boosts your revenue and keeps your clients coming back for more.

Product 52

Product A/B testing Cross-sell Technique 52

SaaStr

NOVEMBER 18, 2020

One senior hire is not a big a financial risk as it sounds, as long she or he ends up accretive in her first 90 days or so. version of the app. Second-timers know the playbook and can execute against it faster. But often times, they also have a bit of healthy skepticism, a bit of baggage, from the last time. At least, some of them.

Quota 145

Quota UX Price Inside sales 145

Sales Hacker

SEPTEMBER 13, 2021

Another effect is that they will be able to share in the praise regarding revenue, which usually falls to sales alone. When leads are drying up, sales calls for a campaign, like showing up at a trade fair or business event. COVID-19 the catalyst for profound and sustainable changes in marketing’s way of working.

Objectives and Key Results 93

Objectives and Key Results Finance Campaign SQL 93

Sales Hacker

NOVEMBER 3, 2022

The return to normal continues along its hybrid evolution — meaning revenue leaders face challenges managing scattered teams and establishing processes in this new landscape. Ensure individual goals ladder up into team goals, and celebrate progress and wins loudly. Check out 6 Steps to Setting Up The Perfect Remote Sales Contest .

Sales 85

Sales Cold Call Gaming Quota 85

Sales Hacker

APRIL 5, 2022

Good companies vs. bad companies [22:48]. Outreach is the first and only engagement, and intelligence platform built by revenue innovators for revenue innovators. Then started my little journey through the startup world. In this episode, we have Andy Paul , author of Sell Without Selling Out. powered by Sounder.

Conversion 78

Conversion Sales Cold Call Up-sell 78

Sales Pop!

MARCH 29, 2022

Do you know why almost 90% of the leads you attract don’t end up making a purchase? That is all because resource owners don’t use really good lead generation services. It starts with building a user base and then, creating a marketing strategy to communicate with them. Acquiring new customers is a difficult process.

Lead generation 94

Lead generation Price B2B Healthcare 94

Hubspot

JUNE 26, 2019

First, Level Up Your Understanding of Career Ladders. When an employee meets a certain set of criteria, they’re eligible to move to a rung higher up on the ladder. And since they’re being better equipped by well-defined career ladders, your workforce winds up being better trained, which helps your company remain competitive.

Promote 93

Promote Sales Drivers/motivators Quota 93

Sales Hacker

APRIL 27, 2020

Sales Enablement Strategy: Always Start Here. Everything in business starts with strategy (or should!). While our success is deeply rooted in ensuring that we are partnering with all of the company’s business units to decrease time-to-revenue and increase seller productivity… NEVER forget it all begins and ends with people!

Strategize 88

Strategize Government Objectives and Key Results Sales 88

ConversionXL

MAY 29, 2019

These five types of winners show up in every experimentation program. By adding up all 25 winners of $100,000, they’ve generated $2.5 million in extra revenue, with $500,000 in costs. By adding up all 25 winners of $100,000, they’ve generated $2.5 million in extra revenue, with $500,000 in costs.

A/B testing 133

A/B testing Extrinsic Intrinsic Drivers/motivators 133

Hubspot

JANUARY 27, 2020

More concretely, success theater describes "the efforts that we make to make things look good, even if actual performance isn't good or getting better.". In addition to his optimism and "can-do attitude," he and his fellow top deputies also shielded themselves from any bad news or data that contradicted that narrative.

Growth 100

Growth A/B testing Campaign Electricity 100

Hubspot

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The benefits.

Account management 87

Account management Objectives and Key Results Cross-sell Non-Profits 87

Sales Hacker

JULY 31, 2020

So, yes, it’s time to start a conversation about mental health on your sales team. Because when you begin the process to elevate your mental health, you set yourself up for the most substantial competitive advantage any of us will ever know. I looked down at the expressionless cardboard face staring up at me.

Quota 104

Quota Promote Presentation Start-ups 104

Heinz Marketing

OCTOBER 25, 2021

If you are listening to the audio only version on our podcast and our podcast feed, thank you so much for listening. I think that authentic human connection still makes a difference and brands that embrace that physical virtual and hybrid strategy, they’re building meaningful connections and growing revenue.

Pipeline 115

Pipeline Growth Sales X-functional 115

Martech

MARCH 15, 2022

The boom for marketing technology has not left behind advertising technology, or adtech, but the digital acceleration wrought by the COVID pandemic has sped things up more. Advertisers are willing to invest in adtech for its ability to attract a target audience and generate strong insights. We’ll cover: What is adtech? What is adtech?

Technology 117

Technology Technology E-commerce Campaign 117

Heinz Marketing

AUGUST 24, 2020

Up here we are wimps about weather. You’ll have the weatherman starting off the local news telling you don’t go outside. Paul: That’s the opposite of where I grew up in the Midwest and I was born in Minnesota. Grew up in Michigan. Spotify , iTunes , Blubrry , Google Play , iHeartRADIO , or Stitcher.

Pipeline 92

Pipeline Sales Follow-up Start-ups 92

ConversionXL

MAY 7, 2014

In the world of conversion optimization it’s always a good idea to keep your eyes open for case studies that you can learn from, adapt to your needs and go test it. So armed with that data they decided to go for a fully scaling grid that looked equally good on all devices. On mobile, orders went up by 98%. . image credit.

Conversion 127

Conversion Drivers/motivators A/B testing Electricity 127

SaaStr

JULY 25, 2021

As we gear up for 2021 SaaStr Annual, I wanted to highlight some of my very favorite Annual sessions from the past you may have missed. Also, don’t miss out on SaaStr Annual 2021 coming up FAST Sep 27-29 in SF Bay Area! Jyoti Bansal : All right, let’s get started here. This was certainly one of them.

Up-sell 99

Up-sell SQL Product Start-ups 99

Hubspot

OCTOBER 16, 2017

Not only are salespeople notoriously good at figuring out and exploiting loopholes in the pay structure, but there are tens of different variables to balance. How to create a good sales comp plan. Paying on profit vs. revenue. Here are some common ones: Primary goals: Grow revenue. Sales comp plan types. Salary only.

Commission 90

Commission Quota X-functional Non-Profits 90

ConversionXL

FEBRUARY 21, 2018

Even companies that have the internal knowledge and firepower to run continuous optimization initiatives can reach a dead end and start having troubles to keep growing beyond the law of diminishing returns if they rely solely on traditional approaches. Google Analytics is a good example to illustrate why this is a concern.

Drivers/motivators 117

Drivers/motivators Non-Profits E-commerce Promote 117

Sales Pop!

OCTOBER 26, 2022

The good news is that Google ads work. The bad news is that people tend to spend more time while working on Google ads. Now before we get started, you must realize it takes money to make money. Few of the strategies that we discuss below might take you little time to set things up while others may take a little longer.

Campaign 52

Campaign CTR Start-ups Follow-up 52

Beeketing

JULY 3, 2021

To ensure that your e-commerce site is always up, functional, and secure, sophisticated e-commerce testing that corresponds to the emerging market changes is required. It is estimated that 98% uptime can lead to a loss of nearly $200K in potential revenue, even though 98% uptime sounds like site availability is high.

E-commerce 96

E-commerce SQL Product Price 96

ConversionXL

FEBRUARY 19, 2016

There are issues that I’ve heard marketers bring up where there can be a conflict between CRO and SEO. Well, as Google’s algorithms have advanced, the two end up being quite the same. You’d think conversion optimization and SEO should play together nicely, right? Of course, it’s not so simple. CRO and SEO: The Perfect Couple?

A/B testing 91

A/B testing Growth UX User Experience 91