Whether you’re a first-time manager or a savvy vet, what is the very first thing you should do when it’s time to dive in and start managing a lead generation team?
Your outbound lead generation team is just like a light, right? Just flip the switch once the team is built and it automatically starts doing its thing? Well, not exactly. In fact, according to Christy Weymouth, who launched ExactTarget’s team in 2005, actively managing a lead generation team properly right out of the gate is a critical part of its success.
Everybody loves free! But that doesn’t mean that a freemium SaaS model is inherently right for your business.
Your customers love free stuff. You love it when your customers are in love. But, it turns out, not all products lend themselves well to the freemium model. And if yours is one of them, the experience could leave a sour taste in everyone’s mouth. Dan Rodrigues, CEO of Kareo (an OpenView portfolio company), explains the four key requirements for a freemium SaaS model to be successful.
Are you a manager in charge of pushing lead generation reps towards bigger and better results? These coaching tips will help you get a successful and sustainable process in place.
So you’ve reached the point of realizing your lead gen reps could use a little mentoring, which is great. But what’s next? It’s a question that Steve Richard of Vorsight hears all too often. Putting a system in place is a big step in the right direction, though, which is why he’s happy to offer some tips for coaching lead generation reps to help get you started.
So, your company has good customer service. But does that really mean you’ve built a customer-centric organization?
Today, nearly every B2B technology business seems to suggest that it’s a customer centric organization — a company that’s wholly committed to providing a fantastic user experience and phenomenal customer service. And while that’s nice PR fodder, how many companies actually live up to that self-appointed designation? And what does building a “customer centric organization” really mean?
Internal conflict and finger pointing can wreak havoc on any organization, but that’s particularly true for software businesses that are trying to scale.
In the old days, software used to be developed through a highly structured system that followed a linear path through large functional silos (product management, software development, quality assurance, etc.). But today, in a world where buyers expect businesses to deliver not just a product, but a service, that structure has evolved and SaaS organizations have had to adjust their development approach to it.
When you call a new prospect — someone who isn’t aware of you, your company, or your product — you generally have less than 30 seconds to convince that person to do something other than politely tell you to take a hike. That’s a tight window to fit a powerful, personal, and engaging message into, but sales executive, author, and serial entrepreneur Jeff Hoffman says it can be done – and very often in just 15 seconds if you do it right.
Wondering if you should augment your sales team? The origin story of how ExactTarget succeeded in establishing outbound lead generation might help answer some of your questions.
To lead generate or not to lead generate? We’re pretty sure that was Shakespeare’s original draft, before he decided to impress the apple of his eye. Clearly he was a visionary, as many businesses still struggle with that question today. Luckily, Christy Weymouth, Senior Marketing Manager at ExactTarget, is here to explain the reasons that spurred the creation of the company’s wildly successful outbound lead generation team.
It might go against every entrepreneurial bone in your body, but trying the “high hurdle” customer development experiment can yield powerful results.
It’s not always a good idea to kick well-developed UX best practices to the curb. Then again, you weren’t drawn into the entrepreneurial universe because you like following all the rules. Which is exactly why Brant Cooper and Peter Vlaskovits, authors of The Lean Entrepreneur, are such avid proponents of the “high hurdle” — a customer development experiment that flies in the face of convention.