Kellblog

MAY 5, 2021

The other day I read a book on account-based marketing (ABM), entitled ABM is B2B , and I must say I disliked it. My Thoughts on the Book: ABM is B2B. Let me get this off my chest: ABM is not B2B. B2B means business-to-business [3]. Just as ABM is one type of B2B marketing. We call it the B2B Maturity Curve.

B2B 142

B2B Marketing Software Review Underperforming Technical Team 142

Intercom, Inc.

JUNE 10, 2020

I hope this post allows people and teams to safely talk about Product Judgment. If you ever had to face a Manager, Director or Exec as they make bad product decisions and you’re struggling to persuade them otherwise, this post will help you. It takes years to build, and therefore ranges from very weak to very strong.

Underperforming Technical Team 291

Underperforming Technical Team Interviewing Communication B2B 291

SaaStr

DECEMBER 29, 2022

At Maxio , we help B2B SaaS companies unlock their next stage of growth. Our financial operations platform is designed to meet the unique financial challenges of B2B SaaS, including billing, subscription management, revenue and expense recognition, and SaaS analytics. Get the Best B2B Data Available with SalesIntel.

Scale 213

Scale Underperforming Technical Team B2B AI 213

User Pilot

MAY 1, 2024

Before starting his own venture, Lenny worked in the product and engineering teams of companies like Airbnb and Neustar. Renowned for his tenure on Airbnb’s product team, Lenny’s professional journey truly began in 2010 when he served as the CEO of a budding startup named “Localmind.”

Underperforming Technical Team 102

Underperforming Technical Team New CTO Interviewing CTO 102

Sales Hacker

MARCH 9, 2023

Click To Tweet How to ask for a B2B email introduction 1. How to make a B2B email introduction 2. You may not want to vouch for that person again if they made you look bad by standing someone up. It makes the introducer look bad if ball is dropped after intro is made. It’s simple. Follow these points. No excuses!

B2B 112

B2B Sales Hiring Underperforming Technical Team Sales 112

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. But also the cost it has on their careers — and your sales team. This trend especially impacts sales teams.

Sales Hiring 80

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 80

30 Day Leadership

JULY 18, 2023

In this episode, leadership coach, Nils interviews Dustin Tysick, host of the B2B Revenue Leaders Podcast and VP of Revenue at Testimonial Hero, about the importance of coaching and adapting to different personalities and processing styles. The cost of not consistently developing your leadership skills is enormous.

Leadership 52

Leadership Underperforming Technical Team B2B Interviewing 52

Aaron Beashel

OCTOBER 31, 2016

During his time at Salesforce, Alex was fortunate enough to work directly with Salesforce co-founder and CEO Marc Benioff, and together they utilised a framework Benioff himself devised called the V2MOM to align and manage the Service Cloud team. It was game-changing for the company, and for each team that implemented it.

Scale 100

Scale Underperforming Technical Team B2B Marketing 100

SaaStr

OCTOBER 10, 2022

From the get-go, ensure alignment between sales and marketing teams on goals and anticipated outcomes. It’s estimated that only 35% of sales reps at US-based B2B tech firms are achieving their quotas. Create dynamic alignment on goals. Beyond that, it models a specific way of working together for the entire company to adopt.

Scale 274

Scale Sales Hiring Marketing Venture Capital 274

Frontegg

FEBRUARY 10, 2022

This passwordless methodology is extremely suitable for B2B setups where dozens of SaaS applications are being used on an ongoing basis with end users mostly using their personal computers or laptops to access them. For example, app developers can implement a hybrid authentication setup in tandem with Social Logins if needed.

Underperforming Technical Team 105

Underperforming Technical Team Scale B2B Innovation 105

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. That’s why the team at Sales Hacker decided to put together a statistics round-up showcasing how things changed in this year and where they’re likely headed in the future. Best Sales Statistics to Know in 2021.

Sales Recruiting 125

Sales Recruiting Sales Hiring Underperforming Technical Team Revenue 125

Blulogix

FEBRUARY 11, 2024

Crafting the Blueprint: How to Build a Monetization Framework for Agile Success By BluLogix Team A Step-by-Step Guide to Architecting Your Monetization Strategy In the dynamic realm of agile monetization, constructing a robust Monetization Framework is akin to drafting a master blueprint for a skyscraper.

Payment Features 52

Payment Features Underperforming Technical Team Construction Customer Lifetime Value 52

The Marketing & Growth Hacking Publication

MARCH 3, 2019

Have you ever visited a B2B website and wondered whether you had somehow gone back in time to the days of VHS? Or maybe you run a B2B brand and can’t for the life of you figure out why you inherited a website that is so poorly designed and structured for SEO. Bad web design is a trend among B2B brands. You’re not alone.

B2B 40

B2B Underperforming Technical Team Branding Sales Hiring 40

Sales Hacker

SEPTEMBER 15, 2022

In these challenging economic times, business as usual has been anything but – and like many sectors, B2B sales is in the midst of transition. A recent survey of B2B sales professionals commissioned by my company, Lusha, sheds light on the extent to which this critical industry is in a state of flux. 33% had poor sales demos.

Scale 98

Scale Technical Review Development Team Review Underperforming Technical Team 98

ChurnZero

MARCH 15, 2019

Churn Monster #10: Bad Fit Customer . We’re talking about a bad fit customer. A bad fit customer is a customer who is unable to receive value from your product or service due to a mismatch of currents needs and offerings. You are worried you have acquired a bad fit customer. What do you do?

Underperforming Technical Team 45

Underperforming Technical Team Churn Software Review Compensation 45

Sales Hacker

AUGUST 21, 2019

Imagine how motivated your team would be if you could get this tool for them.”. But top-producing B2B sales professionals talk just 43% of the time! The post Persuasive Words and Phrases: the Good, the Bad, and the Silent appeared first on Sales Hacker. It also makes your product “a necessary step in achieving those benefits.”.

Underperforming Technical Team 91

Underperforming Technical Team Artificial Intelligence Outsourced Development Communication 91

Intercom, Inc.

OCTOBER 22, 2019

Sales managers looking to stand out among their peers would do well to focus on four things: prioritizing work that will move the needle, making sure the right people are on their team, thinking about initiatives that will improve the business (not just themselves and their reps), and developing a solid decision-making framework.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

Point Nine Land

OCTOBER 23, 2023

We recently hosted the Point Nine Founders Summit, featuring several panels and presentations from founders, CFOs, COOs, and sales execs on building early sales teams and hiring your first successful sales leaders. It helps keep the product team focused on customer feedback and providing value in exchange for revenue.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. But despite a focus on closing sales, it remains one of the biggest issues for teams. In fact, 36% of sales teams regard it as the most challenging part of the sales process, and 28% say it’s their top priority. Giving your sales team highly qualified leads.

Underperforming Technical Team 110

Underperforming Technical Team Sales SaaS Forecasting 110

Blulogix

FEBRUARY 21, 2024

By BluLogix Team Strategically Aligning Your Business Needs with the Ideal Platform In the vast sea of digital transformation, selecting the right monetization platform can feel like navigating through uncharted waters. Join us as we continue our exploration of developing a robust monetization framework.

Payment Features 52

Payment Features Underperforming Technical Team Operational efficiency. Technical Review 52

Neil Patel

SEPTEMBER 18, 2020

We help our clients develop a digital strategy that maximizes the results they achieve with their content marketing, advertising, and SEO campaigns. You get a hand-picked team that will provide evidence-based, practical strategy and recommendations. Ironpaper bills itself as a B2B growth agency. Projects start at $10,000.

Underperforming Technical Team 139

Underperforming Technical Team Strategy Content Marketing Scale 139

OpenView Labs

FEBRUARY 5, 2021

For the longest time, B2B SaaS companies have failed to put much thought into their mobile experience because: People don’t work on mobile. The bulk of mobile traffic comes from developing nations (read: low budget). To avoid overloading your sales team, offer 1:1 demos only to those who meet a certain lead score. Not exactly.

Mobile 52

Mobile B2B Scale SaaS 52

SaaStr

JULY 25, 2021

You can have the great product and a great team, but the market of small or very niche. The second one is the team, obviously depending on how earlier the team has a huge factor because you may be so early in your journey that there’s nothing else to point to, but the track record of the team. Jyoti Bansal: Yeah.

Sales Recruiting 249

Sales Recruiting Sales Hiring Scale VP of Engineering 249

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I And it makes up for a lot of bad product experiences, right?

Scale 150

Scale Sales Payment Methods Merchant Services 150

Intercom, Inc.

AUGUST 13, 2019

As the head of our Support Ops team, I work daily with my teammates to develop automated solutions that don’t frustrate customers, but empower them. They can also route customer conversations to the team best equipped to handle their questions and can even provide answers to simple customer questions like, “How can I add more users?”.

Underperforming Technical Team 279

Underperforming Technical Team Customer Support AI Headcount 279

Incredo

NOVEMBER 21, 2019

And end up wasting their time and resources with affiliates that underperform. I see many SaaS companies jump headlong into creating an affiliate program thinking it will bring in a large number of customers without much effort. And this is a B2B partner program. In our case, we needed to invest a lot in product development.

SaaS Payments 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

Audacix

FEBRUARY 5, 2023

Or maybe you're looking to shift left with application security so that you can build a culture of security within your development team? Whatever your reasons for researching this topic, the good news for you is that your team can take ownership of many of your application security testing activities.

Underperforming Technical Team 52

Underperforming Technical Team DevOps as a Service SaaS Sales Hiring 52

ChurnZero

JULY 22, 2022

Does your Customer Success team have a shallow view of onboarding? Q: What should you do if the team you’re onboarding wasn’t part of the buying decision and isn’t thrilled to be learning a new tool? I have the internal handoff from pre-sales to post-sales customer teams. I have two handoffs.

Scale 98

Scale Onboarding Scaling Underperforming Technical Team 98

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.

B2B 89

B2B Strategy Sales Underperforming Technical Team 89

Hull

JANUARY 12, 2020

Today’s B2B technology buyers have more choices than ever. As the software landscape becomes increasingly competitive and buyer behavior and expectations continue to evolve, B2B technology vendors have found themselves in a mad scramble to differentiate. Your marketing team may know that Jane Doe from Acme Corp.

B2B 52

B2B Technical Review Marketing Underperforming Technical Team 52

User Pilot

NOVEMBER 23, 2023

TL;DR Regular roadmaps kill outcomes by forcing teams to think in the categories of features and timelines. It’s difficult to implement outcome-based roadmaps because stakeholders don’t trust product teams to deliver on business goals. Many companies lack differentiation strategies and drive product development by copying competitors.

Scale 105

Scale Underperforming Technical Team Sales Recruiting Software Review 105

Frontegg

MARCH 17, 2022

These B2B-centric offerings have gone mainstream with the PLG philosophy, where end-users discover the benefits of the app by using it, eventually becoming brand advocates and turning into a driving force behind its growth. Sales-Led Growth is all about marketing and sales teams. But how much can one rely on customer success teams?

Scale 105

Scale Technical Review Underperforming Technical Team Sales 105

30 Day Leadership

JANUARY 17, 2023

In this episode of the B2B Leadership podcast, I spoke with Mark Stouse , Chairman and CEO at Proof Analytics. He and his team at Proof Analytics are champions of the truth with their clients, employees, and partners. 7:05 - Good and bad leadership - What has Mark learned from experiencing varying qualities of leadership?

Leadership 52

Leadership Underperforming Technical Team B2B Development 52

30 Day Leadership

JANUARY 17, 2023

In this episode of the B2B Leadership podcast, I spoke with Mark Stouse , Chairman and CEO at Proof Analytics. He and his team at Proof Analytics are champions of the truth with their clients, employees, and partners. 7:05 - Good and bad leadership - What has Mark learned from experiencing varying qualities of leadership?

Leadership 52

Leadership Underperforming Technical Team B2B Development 52

Sales Hacker

MARCH 22, 2018

In this article, I will summarize what I’ve learned about B2B sales outsourcing. Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. You don’t want that kind of bad reputation. W hat is Sales Outsourcing? Challenging your own sales force.

Outsourcing Services 80

Outsourcing Services Sales Outsourcing Outsourced Development Scale 80

OPEXEngine

JUNE 8, 2021

In the movie Glengarry Glen Ross, Blake, a successful salesperson, visits the real estate sales team and gives them a blistering motivational speech that has gone down in history as one of the best of all time. This is the first challenge facing enterprise SaaS sales teams. A-B-C,” he says as he points to each letter. EHS Manager.

Enterprise 52

Enterprise Underperforming Technical Team SaaS Sales 52

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success? Sales teams rarely operate as a one-person army.

Underperforming Technical Team 102

Underperforming Technical Team Outsourced Development Development Social Media 102