Tom Tunguz
JULY 18, 2018
I first met Elad Gil when I became an associate product manager at Google. Back then, he had an unusual habit I noticed right away. Most people carry their laptop in the same way. The laptop is closed, in hand, between the hand and the hip. Elad carries his laptop open, powered on and by the top or bottom corner. He’s so smart and has so much cognitive bandwidth, he simply doesn’t have time to wait for the computer to wake from sleep.
Intercom, Inc.
JULY 16, 2018
The fact that SaaS products are so easy to evaluate and buy is a double edged sword. Yes, on one hand it’s easier for people to sign up and try your product, but on the other hand, a lack of commitment means that switching costs between products are lower. People can leave as fast as they joined up. Therefore it’s necessary for your prospects to get the most out of their free product trial, and thus the main challenges of customer acquisition lie in: Getting as many people as possible to s
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Groove HQ
JULY 20, 2018
Upselling doesn’t have to be a dirty word. In fact, it can help you make your customers happier. What comes to mind when you think of the word upsell? For many of us, it might bring up images of sleazy salespeople trying to line their pockets by selling us extra stuff we don’t need. And, […]. The post How to Use Upselling to Increase Customer Happiness, Retention and Revenue appeared first on Groove Blog.
Sales Hacker
JULY 20, 2018
The post How To Increase Customer Contacts By 200% With Relationship Analytics appeared first on Sales Hacker.
Advertiser: ZoomInfo
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Tom Tunguz
JULY 19, 2018
There are three types of product features, a seasoned head of product told me recently. MMRs, neutralizers, and differentiators. MMRs are minimum market requirements; basic features that every customer expects and demands. Neutralizers mitigate competitive threat. Differentiators are your startup’s competitive advantage. As a product manager, I’d never thought about this type of roadmap segmentation before.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
FastSpring
JULY 19, 2018
Last week, the FastSpring team ventured to Zodos Bowling to celebrate the second annual company-wide bowling tournament.
Sales Hacker
JULY 18, 2018
Three-fourths of customers report using multiple channels throughout their shopping journey. Consequently, if you don’t have omnichannel technology tools in your sales stack , you’re already behind competition. Fortunately, there are some great tools on the market to help businesses conquer omnichannel sales. With these solutions in place, you’ll be able to seamlessly take customers from the research phase to final purchase.
Tom Tunguz
JULY 14, 2018
Your sales team is starting to close some terrific accounts. As your startup grows, your sales team will experiment with different sales techniques. For example, qualification, pricing, positioning, incentives and contract structure. This is a wonderful phase for a startup. However, there’s a common mistake to avoid. Your VP of Finance should model the impact and approve each experiment.
Intercom, Inc.
JULY 18, 2018
It’s time to adopt a more modern approach to lead qualification, one that puts your prospects’ needs first. Today we’re publishing The 21st Century Guide to Lead Qualification to help. In the 1960s, IBM revolutionized the sales process with the introduction of BANT, a framework for finding qualified leads for your product. The mantra is simple: qualify your prospects based on their Budget, Authority, Needs, and Timeline.
Speaker: Pete Uselman, Director of Partner Experience at Wind River Payments
Most integrated payments providers share a percent of the payment revenue with their software partners. But, oftentimes, that revenue share is only a fraction of the true income potential software providers can realize. If you want to maximize income opportunities from your payments program, check out Wind River Payments’ webinar-on-demand.
SaaSOptics
JULY 16, 2018
Where are you with QuickBooks? QuickBooks wasn’t built for B2B SaaS or subscription-based businesses, but businesses create complicated workarounds to make it viable. That process often looks something like this and leads many to question if an ERP is a necessary move.
Sales Hacker
JULY 17, 2018
Account Based Sales (ABS) is hardly a new concept but many business leaders are giving it more than just a second look. Gartner predicted it will become the default selling framework for most tech vendors that exceed $5 million in annual revenue. Moreover, 7 out of 10 surveyed corporate leaders revealed they are increasing their budget to improve their account-based strategies.
FastSpring
JULY 17, 2018
You’ve taken the first step and scheduled a software demo to learn more about how an end-to-end ecommerce solution can help you scale your business. Congratulations! But what now?
Intercom, Inc.
JULY 17, 2018
Today, we’re announcing our new HubSpot and Marketo apps, which allow you to seamlessly sync your customer data so that you can nurture and convert more leads. Sales and marketing teams today have access to more tools than ever before. These tools help with everything from increasing website traffic to upselling customers, but the abundance of tools on offer brings its own challenges – not least of which is having your customer data in many different places.
Speaker: Ben Epstein, Stealth Founder & CTO | Tony Karrer, Founder & CTO, Aggregage
When tasked with building a fundamentally new product line with deeper insights than previously achievable for a high-value client, Ben Epstein and his team faced a significant challenge: how to harness LLMs to produce consistent, high-accuracy outputs at scale. In this new session, Ben will share how he and his team engineered a system (based on proven software engineering approaches) that employs reproducible test variations (via temperature 0 and fixed seeds), and enables non-LLM evaluation m
Totango
JULY 18, 2018
According to data from Forrester Research, almost two-thirds of interactions between a customer and a company take place through the Customer Service department. Customers often turn to Customer Service or Customer Support teams for help throughout the customer journey. From onboarding challenges, to user experience difficulties, to product misfires, the Customer Support or Customer Service agent is often the customer’s “first responder.”.
Sales Hacker
JULY 17, 2018
On episode 16 of the Sales Hacker podcast, we speak with Amit Bendov , CEO and Co-Founder at Gong.io about how to scale a tech startup in 2018. He walks us through the inside story of how he developed the idea for Gong — the market testing and market feedback he used to design and refine the product. Tune in to listen to insights from Gong about the ideal types of outreach and how to structure sales conversations.
CloseSaaS
JULY 17, 2018
Here's the recording of today's webinar about how to increase your sales conversion rates (and stop leaving leads on the table). Tune in below!
SaaS Metrics
JULY 17, 2018
Introduction Many users find SaaS terminology confusing at first, especially people new to the cloud technologies. Understanding SaaS terminology is essential in building a solid SaaS strategy or buying SaaS services. Below we outline all of the important terminologies and acronyms related to SaaS and provide a brief overview of each. Some of the terms included here are also common to other fields such as finance, but they make sense when you are dealing with SaaS (that’s why they have also bee
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Backlinkfy
JULY 17, 2018
Guest blogging has become quite popular and for a good reason. If you are looking for a foolproof way to improve your reputation and build your SEO as well providing quality content for good backlinks, guest blogging is your answer. Here, you can request a website for a backlink to your site in exchange for good content on their site. A lot of small online businesses have adopted this trend to achieve numerous and high quality backlinks.
Sales Hacker
JULY 16, 2018
I asked Gaetano to join me in a discussion about permission based marketing and growth hacking – and where the boundaries lie with user consent. Here’s a lightly edited version of our conversation. [link]. Gaetano DiNardi pissed off a bunch of marketers recently. We run in the same circles on LinkedIn, and I’d been watching his content for a while when I saw him post something that stopped me in my tracks.
CloseSaaS
JULY 16, 2018
Salespeople are an ambitious group. We want to close more deals. Blast through quotas. Beat the competition. But it’s not just sales ambitions that we set our sights on. We’re also ambitious about moving up in our careers.
BetterCloud
JULY 17, 2018
Altitude, our annual customer conference, is taking place October 2-4 in Denver, Colorado. If you haven’t registered already, you should, because it’s a little different from your typical IT conference. What you WON’T get: sponsors. We purposely keep Altitude free of vendors, partners, and resellers so you can speak candidly and not feel pressured to buy anything.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Backlinkfy
JULY 18, 2018
The digital world is growing, with numerous opportunities for different brands and businesses to take advantage of greater connectivity and new technologies. The near ubiquity of the internet in modern life has led to advantages for customers and retailers alike, with online shopping only becoming more common. Even those who prefer to go to a store in person still do their research online to work out where to go to find the kinds of things they want – who among us hasn’t checked the online catal
Intercom, Inc.
JULY 20, 2018
One of the unavoidable realities of working in customer support is responding to customers who are upset or angry. Learning the best ways to handle those situations helps not only satisfy the customer, but also to keep your cool. Before starting in customer support at Intercom, I worked as a bartender in Chicago’s Wrigleyville neighborhood. The area was exciting, busy and filled with people who had started drinking early and kept going all night.
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