Without a yard stick, measuring the effectiveness of your sales process and marketing channels can be a major challenge. Matrix Partners' David Skok outlines a simple process for monitoring — and optimizing — your performance.
When you're a startup trying to establish product/market fit, you have a lot of questions. Go-to-market strategist Brian Goldstein shares five tips for better connecting with the one group who has all the answers: your customers.
Looking to jolt some life into your marketing? Take a cue from some of the most bold, ingenious, and jaw-dropping campaigns in recent memory, and discover what you can accomplish by thinking (way) outside the box.
Sales strategy consultant Michael Hanna shares the keys to designing and implementing a sales compensation plan that keeps your team focused and motivated.
How to Design a Sales Compensation Plan that’s Right for Your Team
Compensation plans are extremely powerful tools for influencing sales results — but only when done right. If done incorrectly, they can back-fire and even demotivate and distract your sales team.
In this webinar, OpenView’s Devon McDonald and CeCe Bazar are joined by sales strategy consultant Michael Hanna to tackle the frequently-asked question, “How do I design an effective compensation package for my sales team?”
You don’t have a prayer of gauging your lead generation team’s true progress if you don’t know which metrics to track. The good news? There’s absolutely no reason to make things complicated.
When you think about it, a lead generation team practically operates on a tally system. Make a call, make a tally. Create a connection, make a tally. Schedule an appointment, make a tally. When it comes to effectively tracking your lead generation efforts, the important thing, says ExactTarget’s Christy Weymouth, is to make the right tallies and have strong — if ambitious — goals for your team.
The fact of the matter is, freemium will only work for you if your product lends itself to a very specific set of circumstances.
If it sounds too good to be true, well, it just might be. Even if you know similar companies are offering a freemium model for their SaaS service with spectacular results, you still obviously can’t just roll out your own model and expect the same.
Think starting a business with your friends will be fun? Think again. Triberr co-founder Daniel Cristo shares his take on what really makes the best partnerships and why it’s such a crucial decision.
Sometimes things become a cliché for a reason, like not mixing business with pleasure. That’s because combining the two doesn’t rarely leads to success in either realm. So if you’re thinking of starting a business with your close knit circle of friends, watch this video with Triberr co-founder Daniel Cristo to really consider what you’re getting into.
In a perfect world, your sales coaching advice would always fall on open ears. The reality, advises Steve Richard of Vorsight, is that there is really one key group you should be focusing the bulk of your efforts and energy on.
While it’s important to offer sales coaching advice to your whole department, the fact of the matter is some segments of your team won’t be responsive to it, while only a fraction will take it to heart and flourish. These are distinct groups, explains Steve Richard, co-founder of Vorsight, and if you want to see a bigger return on your investment you need to be strategic with where you devote your time.
Hands up if your sales reps send “Just checking in…” emails to prospects. Are your prospects actually responding, or are they glossing over them out of sheer boredom?
Best practice dictates that your reps should be reaching out to prospects regularly. However, is that contact filled with content that engage, challenge, and educate buyers? Are the messages sent ultimately moving prospects through the buyer journey to a successful close?
Think SaaS buyers care about how or why your product works? Think again. As AtTask CTO Ted Hoy explains in this video, SaaS customers simply want a full-service solution that quickly — and easily — solves their biggest business problems. That’s why you should be hell-bent on building a scalable services organization.
When a homeowner goes out and buys a lawnmower, they typically have a very basic list of expectations for that product — it needs to start, work reliably, and perform the job it was designed to complete. When homeowners hire a lawn service, however, they have a very different list of expectations. Namely, they don’t care how or why that lawn service’s equipment works or how the lawn gets cut, they simply care that, when they get home, the job is done and their lawn looks great.
As the leader of a growing company, you’re being pulled in numerous different directions every day. Seven CEOs share their tips for cutting down on distractions and focusing on few things that really matter.
It’s Monday morning and you’re feeling energized and excited about the week ahead. As you head to the office, you begin to think about the two or three things you really need to tackle this week and begin to visualize how you’ll structure your workday to address key corporate objectives. Then you walk through your company’s front door and those plans go out the window.
Have you found a candidate who could be “the one”? Hold the phone. Before you pull the trigger there is one more crucial step to take: conducting thorough and effective reference check interviews.
Reference check interviews are one of the final stages of the interview process. Once final candidates are selected, it’s time to reach out, do due diligence, and obtain any additional details relevant to a candidate’s qualifications or fit before you make a final decision. No matter how certain you may feel about a candidate’s viability, it is vital to conduct in-depth reference interviews as another reference point in the process.
When SaaS businesses step on the gas and begin to scale, they often become obsessed with driving down their cost per lead as much as possible. But as Intronis CEO Rick Faulk and CMO Aaron Dun explain, focusing too much on cost per lead can prevent SaaS leaders from seeing the bigger picture.
Most CEOs of growing SaaS businesses understand the need to spend money to make money. But they also understand that in order to make their growth sustainable, they also need to look for cost savings and investment efficiency wherever they can find it.
The latter goal often manifests itself in CEOs and CMOs becoming fixated on driving cost per lead down to its lowest reasonable point. And while that might not seem like a bad thing, Rick Faulk, the CEO of SaaS cloud backup and recovery solution Intronis, says focusing solely on cost per lead is a shortsighted approach to optimizing growth.