Veloxy

JANUARY 19, 2022

While some salespeople at companies like Amazon Web Services and ServiceNow can leverage their company’s recognition during the first cold call, most salespeople need to inform and intrigue the potential buyer in very little time. Some of the best salespeople in the world are elite cold callers. It’s not an easy task.

Cold Call 358

Cold Call Territory Quota Up-sell 358

SaaStr

MAY 3, 2024

Very few founders use net new customer count as their #1 KPI because they’re solely focused revenue growth. Fastly , an Enterprise CDN at $500M in revenue is only growing its customers 1%. That’s great, but your future is uncertain if your net new customers don’t grow at least half of that top-line revenue growth.

E-commerce 106

E-commerce Profit margin Growth Start-ups 106

Partners in Excellence

APRIL 18, 2024

For the sparse discussion about how to fix it, the discussion focused on higher quality MQL/SQL’s and focus on better prospecting. There was virtually no discussion on qualification and better execution of the sales process. Why would marketing or sales do anything other than this? The data, by itself, is stunning.

SQL 112

SQL Quota Presentation Prospecting 112

Partners in Excellence

JANUARY 31, 2024

My friend, Matt Heinz, posted a fascinating article which reminded me of some market analysis I’d forgotten. So with this as a baseline, let’s nerd out on some more data and math: We know that of those companies that are committed to a buying effort, over 60% end in no decision made. That’s 500 companies.

Growth 115

Growth Pipeline Represent Closing 115

Veloxy

DECEMBER 14, 2022

In that same report, Salesforce found that companies were planning to invest in sales technology and other initiatives that would help their reps spend more time on the activities that generate revenue. That’s a stunning 125 hours of less selling time than in 2018 ! What do you think happened? Fast forward four years.

Quota 246

Quota Sell CRM Contact 246

ClickFunnels

JANUARY 26, 2022

The beauty of Internet marketing comes in the fact that you’re never tied down to a single source of revenue. This begs the question: why do some marketers get caught up on establishing a sole stream of revenue? The post 8 Proven Traffic Sources for Your Sales Funnel appeared first on ClickFunnels.

Niche 246

Niche Click Through Rate Sales A/B testing 246

SaaStr

APRIL 3, 2024

annual revenue growth, 16% free cash margins, and 117%. It doesn’t get too much better, folks. Revenue Growth Remains Top, Top Tier at 39% on Way to $1B ARR. Revenue Growth Remains Top, Top Tier at 39% on Way to $1B ARR. We also have a great deep dive we did a little ways back with Andrew below). The only one.

E-commerce 91

E-commerce Growth Price Engineering 91

SaaStr

FEBRUARY 14, 2024

So times are tougher for some, but for the most part, not in leaders in Cloud security. While it saw some slowdown last year, it’s now accelerating again with 2 record quarters of new bookings in a row. They are seeing no slowdown at all in revenue growth from $100k+ customers. Revenue There Growing a Stunning 64% (!).

Growth 99

Growth Start-ups Closing Customers 99

Search Engine Land

MAY 2, 2024

When I audit the Google Ads programs of new and prospective clients, I still find some without a YouTube advertising component. We can look at YouTube ad revenue to measure the platform’s dominance. In 2023, YouTube’s global advertising revenues rose to $31.51 In some limited cases, this is a sensible approach.

Campaign 95

Campaign High impact Clients Growth 95

PandaDoc

MAY 9, 2024

Key takeaways Sales velocity measures the rate at which your sales force generates revenue. Sales velocity is a KPI that indicates the rate at which your team generates revenue. For these services, CLV paints a more accurate picture of daily expected revenue. It presents a snapshot of how your entire sales process is performing.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

SaaStr

JANUARY 24, 2024

Far better than the average public SaaS company. Far better than the average public SaaS company. But, it hasn’t left behind its SMB and MidMarket roots, which together are still as large a revenue segment as Enterprise. And 20% or so of its revenue importantly comes from agencies, i.e. partners.

Growth 93

Growth Customers 93

SaaStr

MAY 8, 2024

As a SaaS veteran who built and sold a software company for nine figures, invested in startups since 2013, 10x-ing his fund, and continues to build a powerhouse community of SaaStr fans, he offers some hot takes on the communities’ burning questions. Sales is much harder than in 2021. Will there be some tradeoff in growth?

Quota 89

Quota GTM Price Finance 89

Partners in Excellence

JANUARY 25, 2024

I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose. Our focus on beating the competition diverts our ability to drive substantively higher levels of performance, value creation, growth, and revenue through helping the customer solve their problems.

Customers 112

Customers Objectives and Key Results Growth Objection handling 112

SaaStr

MARCH 26, 2024

Since then, I’ve made some pretty good other investments as well. But also, I made some that … weren’t. It’s OK at some level. But now I can see clearly why in some deals, I’m going to lose all my money. If revenue was overstated a bit. I haven’t done better than 3x here.

Contract 117

Contract Start-ups Closing 117

SaaStr

MARCH 22, 2024

The path to Cheif Revenue Officer (CRO) is different for many people. Tracy Young , CEO and co-founder at TigerEye, sits down with three CROs to talk about how they navigated the journey to revenue leader. Shifting from an operator and loving operations and data to a sales and revenue leadership role felt like a big jump.

Finance 102

Finance Territory Quota Presentation 102

Search Engine Land

MARCH 18, 2024

Broad match has more learning capabilities than phrase or exact match. Their CPA increased more than their bids, but they were OK with that. After some discussions, they decided to add exact match keywords to these ad groups and do an in-depth search term analysis. This particular advertiser is in the home financing sector.

Conversion 104

Conversion Government Campaign Finance 104

Partners in Excellence

FEBRUARY 15, 2024

” The rationale they provide goes something like: “If your top performers have win rates 2X more than the average for the rest of your sales team, then giving them your best leads will drive 2X yield over giving them to others! They aren’t producing as much revenue as they might. And we lose them to another company.

Start-ups 104

Start-ups Up-sell Sell Product 104

SaaStr

MARCH 26, 2024

Some founders fight against AI, and those companies are losing deals to competitors who may have issues but are still AI first. AI is better than that.” It’s challenging to find super high-quality folks unless you’re in B2C, where customer support is sales. Q: What Are You Most Excited About with AI? We’ll see,” Jason says.

Price 101

Price X-functional Growth B2B 101

SaaStr

NOVEMBER 16, 2022

While some SaaS leaders are seeing some decline in NRR in today’s macro environment, Monday isn’t, at least not yet. Strong growth in 10+ user customers with consistent 135% NRR is masking some decline in NRR from smaller customers (and possibly a tiny bit at the largest ones). at $550,000,000 ARR.

Growth 121

Growth Engineering Customers Product 121

SaaStr

FEBRUARY 6, 2024

While we recently held a live workshop on what will change for Customer Success in SaaS in 2024 with Jason and Nick , we ran out of time to answer some of the top questions both get and what their answers would be now in 2024. What’s Good Net Revenue Retention? “Try to do better. ” 2. .”

Customers 103

Customers Contract Quota Territory 103

Search Engine Land

NOVEMBER 27, 2023

High-potential keywords are phrases that bring relevant traffic to your website and lead to revenue. While Google Keyword Planner and SEO tools are useful, they focus on search volume and intent, not necessarily revenue. Creating better content and a better UX allows you to get all the traffic vs. the referral.

UX 122

UX Strategize Referrals Conversion 122

Search Engine Land

SEPTEMBER 1, 2023

In the marketing era of “do more with less,” SEOs have more pressure than ever before to generate impact from the work they do. Nonetheless, speed in SEO doesn’t mean just putting out content randomly (although some might say that’s better than having no content go live at all).

CTR 128

CTR X-functional Profit margin Contract 128

Search Engine Land

SEPTEMBER 21, 2023

Successful lead gen advertisers view marketing as a revenue driver, not just a lead driver. Ecommerce advertisers adopt the simple formula of “invest X, get Y in revenue.” Lead gen advertisers can do the same – only if they evolve their mindset and their Google Ads strategy to effectively drive better quality, higher value leads.

Lead generation 109

Lead generation Non-Profits Drivers/motivators Intrinsic 109

Partners in Excellence

OCTOBER 4, 2023

” If we achieve our growth/revenue goals, we think we are doing well. Too often, however, we could/should be doing much better. Let’s look at some “opportunity” math. That would double our revenue and attainment at virtually zero incremental cost of selling! We are underperforming the potential.

Quota 113

Quota Growth Sell Process 113

PandaDoc

APRIL 17, 2024

It’s a metric that tells you about the yearly revenue generated by individual contracts. It’s a metric that tells you about the yearly revenue generated by individual contracts. Calculating ACV can deliver many benefits , from increased customer retention to better forecasting. We’ve explored some of these below.

Contract 52

Contract Non-Profits Legal Clients 52

Search Engine Land

FEBRUARY 6, 2024

A $10 million agency generates an average of $833,000 monthly revenue. It’s important to set a revenue goal and make a plan to get there. Our staff gets better at it every day. We turn away more prospective clients than we accept. Jon and Zach Ball in 2011 What does it take to build a $10 million agency?

Clients 122

Clients Strategic planning Trust Niche 122

Martech

MARCH 6, 2024

If you could increase your revenue from email just by sending messages more often, you’d do it, right? I know why many email marketers hesitate to send more messages and it has nothing to do with revenue. The email team is small but motivated to increase its revenue from email. No, they are not, and I will explain why.

Campaign 96

Campaign Drivers/motivators Start-ups Follow-up 96

SaaStr

SEPTEMBER 3, 2023

Recurring software revenue is now recognized as a great way to generate tons of cash for investors,” says Gerety. Do public markets understand recurring revenue and SaaS models?” Well, some do,” Levie had said. Fast forward, and Box is over $1B in revenue. They’re at $700M in revenue and growing 50%.

Finance 97

Finance Growth Meeting Trust 97

Adaptive Business Services

JANUARY 24, 2024

Ask a sales rep what they will close this month and, without some intensive research, they may be hard pressed to give you an answer. Even then, that response may be more of a “wish list” than an accurate forecast. What are some of the general company benefits from a well managed CRM … Increased revenues. Rep training.

CRM 71

CRM Commission Territory Repeat business 71

Search Engine Land

SEPTEMBER 26, 2023

Eddy Cue, Apple’s senior vice president of services, is expected to testify at the federal antitrust trial that there are no plans for an “Apple Search” model because its partnership with Google works better for its customers, Bloomberg reported. See also: Report: Google sharing Chrome iOS search revenue with Apple.

Negotiate 117

Negotiate Engineering Service Product 117

SaaStr

JANUARY 12, 2024

We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. Eventually, you can build a model to show you can create sustainable value in a company that’s not just based on a revenue multiple. Some other key learnings included: The power of the SaaS model.

Customers 104

Customers GTM Growth Clients 104

Search Engine Land

FEBRUARY 14, 2024

In my experience, you’re better off with Phrase and Exact Match when using manual bidding, while limiting Broad Match to just a few very relevant terms. If I’m on manual bidding several months or years into a campaign’s lifetime, it’s because there truly are no better options. Am I showing up at least 80-90% of the time?

Campaign 124

Campaign Objectives and Key Results Profit margin Lead generation 124

Search Engine Land

DECEMBER 28, 2023

As we approach the end of 2023, let’s reflect on some of the most headline-worthy, controversial, and impactful changes that significantly influenced the PPC world over the past 12 months. It’s fair to say that GA4 did not receive the warmest welcome. In September, the search engine was taken to court by the U.S. Judge Amit P.

Retail 122

Retail X-functional Launch Non-Profits 122

Search Engine Land

JANUARY 16, 2024

Leading brands know the most valuable customers aren’t one-time buyers, but passionate fans who provide recurring revenue. Here’s how to structure marketing experiments that move users through the AARRR funnel, from acquisition to revenue and beyond. Revenue : User becomes a reliable source of recurring revenue.

Growth 99

Growth Customers Referrals SQL 99

SaaStr

SEPTEMBER 19, 2023

Some of the changes we’ve seen in the last year or two include: CAC reduction Headcount optimization Price complexity Quality of revenue A different environment means a different strategy, and Notion Capital lays out four business model changes that could be helpful based on what peers are doing. You don’t want to be there.

Profit margin 105

Profit margin GTM Price Growth 105

Martech

MARCH 12, 2024

We found a link between online activity and the revenue performance of attorneys. By studying the LinkedIn behaviors of more than 500+ equity partners in a law firm we were able to show a link between the size of partner networks and activity, with billable revenue. It’s now driving revenue. Is it important?

B2B 77

B2B Strategize Networking Promote 77

Search Engine Land

OCTOBER 13, 2023

While some digital marketers agreed with Google that the practice provides a better user experience, others sided with the Department of Justice (DOJ), arguing that it makes ad auctions unfair and purely helps line Google’s extremely deep pockets. Here’s everything you need to know.

Price 117

Price CTR Click Through Rate Campaign 117