Intercom, Inc.
MARCH 12, 2018
Change aversion is a concept well known to designers and product managers. It’s the negative reaction users have to changes in your product, whether that’s functional changes such as updates to product features, or interface changes such as visual redesigns. History is littered with cautionary tales of introducing change. When Twitter changed its “faves” icon from stars to hearts, users threatened a mass exodus.
InsightSquared
MARCH 14, 2018
“Closed Reason” is one of the most valuable, yet underutilized, pieces of data that a sales organization can collect about its opportunities. Understanding the reasons why opportunities close, especially when they are lost, allows your sales team to adapt their strategy, provide targeted training, and better communicate with R&D about prospect demands.
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Sales Hacker
MARCH 13, 2018
Contrary to popular belief, it’s not always just about how you say it. . What you say still matters, too. . In fact, the most decisive difference between superstar sales reps and everyone else comes down to what they say during their sales conversations. For the longest time, the dos and don’ts of sales conversations have been passed down from sales team to sales team.
Casey Accidental
MARCH 13, 2018
Many people want to work in product management. One of the most common questions I receive is how to break into product management. It’s a hard question for me to answer, because 1) there is no default path (the same is true for trying to land a business development role), and 2) most of these people really don’t know what they’re asking for.
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For SaaS businesses, improving retention is one of the easiest and most effective ways to drive revenue and profits. With a clear link between failed payments and customer churn, having a robust failed payment recovery solution isn’t optional—it’s essential. Achieving your retention goals starts with the right solution.
Intercom, Inc.
MARCH 13, 2018
For all the time and money we spend attracting customers to our website, isn’t it odd how little we spend trying to convert them? According to an eConsultancy report , for every $92 spent acquiring prospects only $1 is spent converting them. Sure, that dollar could give you returns in spades, but in reality the odds of that are no better than a craps table in Las Vegas.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
Sales Hacker
MARCH 14, 2018
The General Data Privacy Regulation (GDPR) was a key component that was highlighted in Sales Hacker’s sales trends and predictions for 2018. This article dives into an overview of the GDPR, the good, the bad, and the grey areas around this new data privacy regulation. Before we begin, let’s set a few things straight. For most of us, we proceed each day repeating the same set of processes we completed the day prior—especially in sales.
Baremetrics
MARCH 13, 2018
When you’re just getting started, everything feels like a big deal. Everything. The tinniest things can turn in to huge showstoppers that drain time and, in many cases, money. But the longer you’re in the game, the more you realize how few things actually matter. Seriously, almost nothing is actually a big deal, but man do we founders love to make things a big deal.
Intercom, Inc.
MARCH 14, 2018
Prior to joining Intercom as a Product Manager, I had never run a structured beta. When it came to finally running my first one, I was surprised to find very little information online that could help me. I’ve run a lot of successful betas now but I learned my craft through tribal Intercom knowledge, built up by other Product Managers over the years.
CloseSaaS
MARCH 14, 2018
So you're looking to systematize your inside sales process so it's easier to onboard new talent and give them the steps they need to succeed.
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Simplify omnichannel payments with a solution that unifies every channel through your platform. By integrating front-end systems like online, mobile, and in-store payments with robust back-end infrastructure, you can deliver a seamless payments experience without the need for heavy engineering. Omnitoken technology enhances security by tokenizing card transactions for reuse, enabling merchants to drive cross-selling opportunities.
Sales Hacker
MARCH 13, 2018
The post Consultative Selling: How To Win Your Prospects Without Really Trying appeared first on Sales Hacker.
Intercom, Inc.
MARCH 16, 2018
Sometimes your customers really want to use your feature or product, but they also want something else that simply isn’t compatible with it. People really want to be slim and healthy, but they also really want soft drinks and fast food. McDonalds and Weight Watchers are selling wildly different products, but they’re competing for the same customers.
Chart Mogul
MARCH 16, 2018
How do you measure mobile app monetization in the context of subscription revenue? Historically, mobile app monetization has largely been about scaling and optimizing ad revenue from in-app purchases (IAP). Metrics like ARPU and retention are a critical part of this process — scaling to millions of users means that the tiniest optimizations can make the difference between profit and loss.
Speaker: David Warren and Kevin O'Neill Stoll
Transitioning to a usage-based business model offers powerful growth opportunities but comes with unique challenges. How do you validate strategies, reduce risks, and ensure alignment with customer value? Join us for a deep dive into designing effective pilots that test the waters and drive success in usage-based revenue. Discover how to develop a pilot that captures real customer feedback, aligns internal teams with usage metrics, and rethinks sales incentives to prioritize lasting customer eng
Sales Hacker
MARCH 14, 2018
The General Data Privacy Regulation (GDPR) was a key component that was highlighted in Sales Hacker’s sales trends and predictions for 2018. This article dives into an overview of the GDPR, the good, the bad, and the grey areas around this new data privacy regulation. Before we begin, let’s set a few things straight. For most of us, we proceed each day repeating the same set of processes we completed the day prior—especially in sales.
Trujay
MARCH 15, 2018
Marketing and Sales.function around data, without it, nothing gets accomplished. To create a marketing campaign, you need data about your target market, prospects interest or activity, and with sales, you can't start a conversation if you don't have contact information. Adding to the complexity of this data desperation, many companies compile their knowledge through manual entry exposing you to human errors.
Intercom, Inc.
MARCH 15, 2018
As a startup scales, the importance of infrastructure engineers simply can’t be overstated. They’re the ones making sure your app is secure, that uptime looks good, and that the rest of your engineering org has the right tools to build features your users need and want. Will Larson has managed infrastructure teams for some of the biggest names in software.
BetterCloud
MARCH 12, 2018
SaaS is exploding; this much we know. It’s no surprise that enterprises use multiple SaaS vendors like G Suite, Office 365, Dropbox, Box, Salesforce, Slack, and others. But current cloud management platforms and SaaS administration tools weren’t designed to handle SaaS proliferation within enterprises. As a result, managing multiple SaaS applications is creating unprecedented risk and challenges for IT organizations.
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Large enterprises face unique challenges in optimizing their Business Intelligence (BI) output due to the sheer scale and complexity of their operations. Unlike smaller organizations, where basic BI features and simple dashboards might suffice, enterprises must manage vast amounts of data from diverse sources. What are the top modern BI use cases for enterprise businesses to help you get a leg up on the competition?
Sales Hacker
MARCH 12, 2018
While most conferences are starting to become more about networking and stealthy product pitches by sponsors, Sales Hacker’s Revenue Summit 2018 was unforgettable. After a full day of listening to some of the world’s most innovative sales and marketing leaders at Revenue Summit, I walked away with mindblowing learnings to help up my sales game and prepare me for 2018.
Trujay
MARCH 15, 2018
Marketing and Sales.function around data, without it, nothing gets accomplished. To create a marketing campaign, you need data about your target market, prospects interest or activity, and with sales, you can't start a conversation if you don't have contact information. Adding to the complexity of this data desperation, many companies compile their knowledge through manual entry exposing you to human errors.
Sales Hacker
MARCH 15, 2018
For a long time, I thought of scheduling sales appointments, whether it was for demos or discovery calls , as just a feature. Improving this process was the last thing on my mind. I was swayed by the all free tools you can use for yourself. 18 months ago, I came to realize that scheduling was much more important. Here’s why. You waste a LOT of time exchanging emails with a prospect until a good time is found.
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ClinicSense is a SaaS platform that supports over 7,000 massage therapists who use it for appointment management, payments, scheduling, marketing activities and more. Despite having a relatively low payment failure rate, the company discovered that the failures disrupted the customer experience. This often led to churn as customers decided to cancel or abandon their account, preventing ClinicSense from realizing the full lifetime value (LTV) of its users.
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