Intercom, Inc.
APRIL 13, 2018
Great SaaS sales reps can change your entire business. The best ones are efficient, motivated, effective, and creative in how they operate on a day-to-day basis. They have a knack for identifying quality prospects, making strong impressions quickly, and closing deals that seem out of reach. So what is it about these SaaS sales reps that differentiates them from the rest?
Tom Tunguz
APRIL 7, 2018
Ben Franklin’s edits to the Declaration of Independence. The average English sentence has been shortened by half over the last five hundred years. Read the first sentence of the Declaration of Independence to see why. It is 71 words long and contains 8 recursive clauses. I read it ten times before I understood it. I have 48 seconds with you , my reader.
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Sales Enablement, SaaS and Growth
APRIL 10, 2018
For the most part, sales enablement is poorly defined and often misunderstood. Across the world conversations take place, day in, day out between business leaders as they decide the part that sales enablement can, should and will play within their organisation. At a high level, they recognise the value and importance of a team whose role is to help the sales organisation become more productive and ultimately, successful, but when it comes to the finer details, they can often struggle to crack th
Sales Hacker
APRIL 10, 2018
The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. In this blueprint, we take a tactical approach on how to build a go to market strategy. This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. 5 Steps To Building Your Go To Market Strategy. 1.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Intercom, Inc.
APRIL 9, 2018
The SaaS industry has exploded in recent years due to relatively low barriers to entry, readily available venture capital funding and a deeper, more conscientious understanding of problems faced by internet businesses. With this explosion comes a proliferation in the number of competitors in every area , both direct and indirect. In today’s market, there is no such thing as a software company that doesn’t have any competitors.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
Casey Accidental
APRIL 9, 2018
“Stop sending emails like a marketer. Start sending email like a personal assistant.”. I’ve communicated this line in a lot of my presentations on growth, but I haven’t talked about in depth the evolution on how to get there. There is a clear evolution that companies follow in terms of evolving their emails and notifications, from not sending them at all, to sending one-off blasts to their entire audience, to creating a lifecycle, to having a holistic personalized messaging platform.
Sales Hacker
APRIL 9, 2018
The post How to Influence Buyers Who Think They Don’t Need You appeared first on Sales Hacker.
Intercom, Inc.
APRIL 12, 2018
As the CEO of Dribbble, a global community and invite-only platform for designers to share and find work, Zack Onisko faces a unique challenge: how do you grow a gated product? Zack began his career as a product designer before moving into product management and then growth roles. Most notably he led growth strategy at Creative Market (a global marketplace for design content that was acquired by Autodesk) and Hired.com.
InsightSquared
APRIL 12, 2018
Marketers look to their marketing automation platforms (MAPs) not only to execute many of their demand generation activities, but also to understand the effectiveness of their marketing programs. However marketers are largely dissatisfied with the reporting their MAPs offer. This is what the findings were in a study done by Heinz Marketing and InsightSquared titled, Marketing Automation Platform (MAP) Satisfaction Survey 2018: Are Marketing Automation Vendors Still Meeting the Needs of Today’s M
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.
Totango
APRIL 9, 2018
Today, Totango released its Spark Platform to provide customers with proven results quickly. Spark, the next generation customer success platform, guides enterprises through the successful completion of each stage of the customer journey with relevant information, analytics and best practices to help them achieve their business goals faster. Catch Guy’s announcement of Spark at Customer Success Summit on March 5: Spark provides modular units of value, called SuccessBLOCs , which you can use out-
Sales Hacker
APRIL 12, 2018
The post How to Build Sales Content that Works in 2018 appeared first on Sales Hacker.
Intercom, Inc.
APRIL 11, 2018
Like many great inventions, messaging wasn’t born out of necessity. One of the earliest sightings of real-time computer messaging was through a time-sharing operating system built at MIT, the Compatible Time-Sharing System (CTSS), which ran on an IBM 7090: CTSS was a primitive form of email that allowed up to 30 users to send messages asynchronously.
Sujan Patel
APRIL 9, 2018
Before we hired our first customer success role at Mailshake, I wanted to do the job myself for a few months to better understand what’s realistically possible for any person I’d want to hire. I spent 90 days putting some success measures in place, getting a few quick wins, and knocking out some of the […]. The post 7 Lessons from 90 Days in Customer Success appeared first on Sujan Patel.
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
CloseSaaS
APRIL 11, 2018
One of the most common questions Steli’s been fielding from startup founders for years, is “should we use Salesforce?” Now, as a sales CRM ourselves, our answer is undoubtedly biased, but because we’ve become so well-known as one of the best Salesforce alternatives on the market, we’re very clear.
Sales Hacker
APRIL 12, 2018
Bad sales hires are painfully expensive. It’s a helluva lot more expensive when you’re in the dark about how to hire your VP of Sales. Take this founder of a startup that I just spoke to—they churned their VP of Sales after he crashed and burned in less than 14 months. It’s cost their business four quarters of performance , employee morale, and a BDR team that’s hanging by a thread led by a shining star of a director of sales who is stepping up to the plate but stretched
Chart Mogul
APRIL 13, 2018
Great news! We're bringing our popular SaaS Roundup newsletter to the ChartMogul blog. Now you can get your weekly dose of SaaS industry updates in whatever form suits you. Back in September 2015 I sent the very first edition of SaaS Roundup to 195 recipients. As someone who was new to the SaaS industry at the time, I felt somewhat overwhelmed at the volume of content available — blog posts from startups, enterprise businesses, VCs, bootstrappers and everyone in between.
Totango
APRIL 9, 2018
Today, Totango released its Spark Platform to provide customers with proven results quickly. Spark, the next generation customer success platform, guides enterprises through the successful completion of each stage of the customer journey with relevant information, analytics and best practices to help them achieve their business goals faster. Catch Guy’s announcement of Spark at Customer Success Summit on March 5: Spark provides modular units of value, called SuccessBLOCs , which you can use out-
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CloseSaaS
APRIL 11, 2018
Here's the recording of today's webinar on how to book more (and better qualified) meetings, with Calendly's Rachel Williams, SalesHacker's Scott Barker, and Steli.
Sales Hacker
APRIL 10, 2018
There’s dirty data everywhere— especially in your CRM. Your CRM implementation best practices checklist may talk about data cleansing but does it cover how to make sense of what data and when? This quick post talks about: 1. What a successful CRM implementation looks like. 2. A sales manager’s role in this successful implementation. 3. The CRM implementation best practices framework. 4.
ITPro
APRIL 12, 2018
News. Top 10 providers could gain "unchecked influence" over customers.
Network World
APRIL 10, 2018
Cisco has added new cloud and virtual deployment options for customers looking to buy into its Tetration Analytics security system. Cisco’s Tetration system gathers information from hardware and software sensors and analyzes it using big-data analytics and machine learning to offer IT managers a deeper understanding of their data center resources. [ Don’t miss customer reviews of top remote access tools and see the most powerful IoT companies. | Get daily insights by signing up for Network World
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!
CloseSaaS
APRIL 9, 2018
When we talk about sales strategies, it’s easy to obsess over specifics. How to write the best cold email or sales script. Where to find your prospects. How to ask for the close. But there’s one crucial fundamental that so many salespeople ignore: Timing.
Sales Hacker
APRIL 11, 2018
This is part 1 of a 6-part series that breaks down the crucial components of sales meetings. I’ll introduce the components of an effective discovery meeting structure and why it works. I have watched many sales reps come and go and ascend up the ranks from SDR (Sales Development Rep) to AE (Account Executive). Surprisingly it’s very easy for me to see who will struggle to deliver revenue and who will succeed.
Outseta
APRIL 9, 2018
By Geoff Roberts 3 min read This is the first company update we’ve published in 2018, so let’s start with the big picture; we’ve delivered our minimum viable product, have started charging our users, and are continuing to develop the platform based on user feedback. Here’s a closer look at what’s new. Our team is growing We’re excited to announce that James Lavine has joined our team as a designer.
Network World
APRIL 10, 2018
Cisco has added new cloud and virtual deployment options for customers looking to buy into its Tetration Analytics security system. Cisco’s Tetration system gathers information from hardware and software sensors and analyzes it using big-data analytics and machine learning to offer IT managers a deeper understanding of their data center resources. [ Don’t miss customer reviews of top remote access tools and see the most powerful IoT companies. | Get daily insights by signing up for Network World
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Intercom, Inc.
APRIL 10, 2018
When a potential lead gets in touch, it’s important to remember that they are in the driving seat. So, for the sales team, it’s about building trust before creating urgency – and live chat is the perfect tool for this. It allows you to be personable and expressive with your leads and allows them to buy things in the way they want to. Potential leads should feel supported at every stage of the journey and excited about signing up to your product.
Sales Hacker
APRIL 11, 2018
This is part 1 of a 6-part series that breaks down the crucial components of sales meetings. I’ll introduce the components of an effective discovery meeting agenda and why it works. I have watched many sales reps come and go and ascend up the ranks from SDR (Sales Development Rep) to AE (Account Executive). Surprisingly it’s very easy for me to see who will struggle to deliver revenue and who will succeed.
BetterCloud
APRIL 13, 2018
This post originally appeared on CIO.com. In just a few weeks on May 25, 2018, the deadline to be in compliance with GDPR will be here. For IT professionals who manage SaaS apps, GDPR compliance can be a little tricky. The sprawl of SaaS data can be hard to see and, in turn, protect. Here’s what you need to know to be GDPR compliant in the age of SaaS. 1.
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