Sat.Oct 03, 2020 - Fri.Oct 09, 2020

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The Honest Answers on What’s Next for Events

SaaStr

When COVID hit in January of 2020, it tore through the landscape of B2B + Cloud events, canceling all events that thousands of companies rely on for pipeline and revenue. No one was truly prepared for the disastrous tsunami we call COVID, however, it is remarkable just how quickly businesses were specifically able to adapt and overcome this new challenge.

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How to Improve Customer Retention—Even During a Pandemic

Totango

Customer retention is the continuation of a valued service. Like the binge-worthy series that demands one more late-night episode after another, when things are going well in business no one wants to interrupt the experience. So, what happens when external forces threaten that flow? The answer is you must be flexible, proactive, and prepared to learn within a changing environment.

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Best Employee Scheduling Software

Neil Patel

Disclosure: This content is reader-supported, which means if you click on some of our links that we may earn a commission. Managing the shifts of your workforce on a daily, weekly, and monthly basis can be challenging. There’s a fine between being shorthanded and overstaffed without letting your labor costs get out of control. Staying organized is tough even with just a handful of employees, but this challenge amplifies exponentially at scale.

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The Mispricing of Software Companies

Tom Tunguz

Public software companies trade on forward revenue multiples. Investors contrast the relative value of one business by comparing the enterprise value divided by forward revenue (sum of the next 12 months' revenue) of one business to another. Ten years ago, forward multiples remained in a tight band between 5-10x. Today, they span 2-60x+. This novel dispersion provides us an opportunity to ask some interesting questions.

Software 348
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State of AI in Sales & Marketing 2025

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.

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5 Tips To Improve the Odds When You Hire VPs Who Were Fired or Quit

SaaStr

As you scale up in SaaS, one thing I can almost guarantee is that you are going to hire some VPs who were either fired or quit their last role. Especially in Bay Area-centric startups. There’s so much change and turn-over in the Bay Area especially that many of your top candidates will have had some significant bumps in their transitions from their last role.

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How to Manage a Small Sales Team Virtually

Predictable Revenue

Learn why remote sales management has always been a great model (even pre-COVID), what sales reps are afraid to lose and how sales managers can solve that, and why you should be enabling salespeople to learn from their peers in a virtual environment. The post How to Manage a Small Sales Team Virtually appeared first on Predictable Revenue.

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Overcoming impostor syndrome – tips for dealing with self-doubt

Intercom, Inc.

Our work lives are riddled with anxieties. Many of them are natural and fleeting, and we deal with them. One that can haunt people, however, is impostor syndrome. The belief that we are a fraud, doubting our accomplishments and talents. “If you’re anxious about your abilities a lot of the time anyway, you’re 1,000x more so when performance review period comes around” Each year (twice a year in my case), that feeling is amplified considerably by the dreaded performance rev

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The Beauty and ROI in The Zero Voluntary Attrition Sales Team

SaaStr

There’s a common thinking that sales teams should be relatively high churn. That the bottom 15-20% of the sales team almost has to churn each year, because it’s survival of the fittest. Reps have to fight for the best leads, prove the highest close rates, exceed the mean of the bell curve, to not just thrive, but survive. Maybe this is true if you are a mortgage broker.

Scale 299
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Out of the Park Developments and FastSpring: A Case Study

FastSpring

Out of the Park Developments is the premiere US-sport simulation and management game development company founded in 1999 in Hamburg, Germany. Their games are a unique combination of strategy and fun. With their team growing from its two co-founders to 10 full-time employees after nearly two decades together as a company, the team faced a difficult decision.

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5 Ways to Improve Revenue from Integrated Payments

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.

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The Cure for Aging Might be the Cure for Alzheimer’s

Andreessen Horowitz

There’s been a lot of talk lately about possibilities for treating aging—from blood transfusions from old mice to young, to eradicating “zombie” cells, to taking daily rapamycin and metformin pills to extend your healthspan. Some of it sounds like science … The post The Cure for Aging Might be the Cure for Alzheimer’s appeared first on Andreessen Horowitz.

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Bought-in and paid for: how Atlassian bridge the gap from freemium to enterprise sales

Intercom, Inc.

Freemium’s a great way to acquire lots of customers relatively quickly and easily, but the job of converting them to using a paid product is where the rubber meets the road. And the challenge is a lot harder in an enterprise context, where the buyer and the user aren’t necessarily one and the same person. Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process.

Scale 205
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How, When and Why to Launch a Second Product: A Deep Dive with Dharmesh Shah, CTO Hubspot

SaaStr

We caught up with one of the SaaStr community’s favorite speakers, Dharmesh Shah CTO and co-founder of Hubspot on lessons learnings launching a second product. Hubspot recently expanded its Sales products and the learnings were top of mind. The A+ session is above but a few top learnings: Expanding Your Product-Line: Overcoming Your Own Success. 1) Most startups, in order to go into “scale-up” mode will need a second product, a “second act” The SaaS companies cross

New CTO 264
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The Best Conference Call Services (In-Depth Review)

Neil Patel

Disclosure: This content is reader-supported, which means if you click on some of our links that we may earn a commission. Just a decade ago, conference calls were challenging to set up and manage. But today, I can click a few buttons and hop on a call with my entire team in a matter of seconds from the comfort of my home while my teammates stay safely in theirs.

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How to Achieve High-Accuracy Results When Using LLMs

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

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FastSpring is Your Fall 2020 G2 High Performer

FastSpring

We are thrilled to announce that G2 has recognized FastSpring as a High Performer in the Fall 2020 Grid® Report for Ecommerce Platforms—again! Want to learn more about how we achieved our High Performer Status for Fall 2020? Check out our latest report that highlights some of the amazing things real FastSpring users shared about their experience with us.

Data 139
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Why conversational customer support is a key strategic investment

Intercom, Inc.

In the not-too-distant past, customer support was seen as a hassle, a cost that had to be borne but which was really just a tax on success. If it wasn’t for those pesky customers with problems, profits would be through the roof, right? There is no escaping the fact that supporting your customers costs money. But with customers expecting faster and more personalized experiences, providing great conversational customer support is no longer optional – it’s essential to business survival. “Sup

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Be Careful Hiring “Dualies” — Folks That Are a VP of More Than One Thing

SaaStr

A VP of Sales and Success A VP of Sales and Marketing A VP of Sales and Anything Else. Is usually not really a VP of Sales. — Jason BeKind Lemkin (@jasonlk) October 9, 2020. I don’t know about you, but I’ve had to recruit a lot of types of folks over the years where my domain knowledge was limited. I’ve had to recruit Ph.Ds. from various domains including particle physics.

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How to Meet ADA Website Compliance

Neil Patel

The terms “website accessibility” and “ADA website compliance” are increasingly being bounced around in the online business world—there’s a good chance you’ve heard of it. But many people still don’t know what, exactly, ADA website compliance means—or how it can impact a business. I’ll clear up all the confusion and give you a step-by-step guide to making sure your website is ADA compliant—and explain why it matters.

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SaaS Essentials: Failed Payment Solution Guide

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.

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a16z Podcast: How to Decide, Convey vs. Convince, & More

Andreessen Horowitz

It seems like investors are especially obsessed with the psychology of decision making — high stakes, after all — but all kinds of decisions, whether in life or business — like dating, product management, what to eat or watch on … The post a16z Podcast: How to Decide, Convey vs. Convince, & More appeared first on Andreessen Horowitz.

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5 Ways Sales Reps Can Keep Their Income Up Through COVID-19

Sales Hacker

The global tech market growth will drop to 3% in 2020 and 2021, according to the Forrester IT spending forecast. And it could drop even more if we go into a full-fledged recession. Almost 50% of CFOs expect to reduce IT costs by canceling less-critical projects. With this level of disruption in the software market, sales teams are forced to rethink their strategies to create positive cash flow.

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The Two Characteristics of Every Great Salesperson

SaaStr

Q: What are the characteristics of a great sales person? Well, it’s really two: Listening + Tenacity. A rep that doesn’t listen talks too much. A rep that doesn’t listen talks all over the prospect. A rep that doesn’t listen just gets the script out. A rep that doesn’t listen doesn’t solve the customer’s problems. The best reps listen. They ask, listen and hear.

Sales 191
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Best Remote Access Software

Neil Patel

Disclosure: This content is reader-supported, which means if you click on some of our links that we may earn a commission. Have you ever been in your office and realized the files you need are on your home computer? Maybe you’re working remotely or meeting a client, but need to access an app from your office PC. With remote access software, you can view or access another computer from anywhere in the world.

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The GTM Intelligence Era: ZoomInfo 2025 Customer Impact Report

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!

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Why captioning and subtitles drive engagement

Trint

Video consumption is booming and demand for captioned video is high. Tap into new distribution channels and speak to your customers on the channels they're using. Make your videos accessible with with ready-made captions and subtitles from Trint. Download the guide on why captioning and subtitles help drive engagement.

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How to Successfully Cut Costs and Keep Your Team Together in Tough Times

Sales Hacker

Right now, businesses are under more pressure than ever to reduce costs. Between the downturned economy and a customer base not as willing to spend money, many boards and CEOs are demanding their companies trim a significant amount of fat to get through the hard times. But if you are a VP of Sales being told to reduce costs, what is the best way to approach these cuts to minimize damage to the company and your team?

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How to Get in Front of Your Ideal Audience

FastSpring

As a digital business owner, there’s nothing better than getting your first sale from your first real customer … not someone related to you. And after all the time and effort you put into understanding and connecting with your audience, you deserve that happy dance. But let’s take a step back and talk about the work involved in getting that first sale.

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How to Choose The Right Social Media Agency

Neil Patel

The power of social media as a marketing and advertising channel is hard to deny. 42% of all Internet users use social networks to find more information about brands. Plus, 27% of UK and US users say they discovered new brands via social media ads this year. (It shared the top spot for brand discovery with TV ads). With this much potential, you need to know that you’re doing it right.

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An Omnichannel Payment Solution––Without the Complexity

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.

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Customer Success vs. Customer Support: What Are the Differences?

Totango

Customer success vs. customer support: although these two terms appear similar, they actually refer to two different, yet complementary, functions within a company. Fulfilling a proactive role, customer success focuses on problem prevention and creates value by enabling clients to achieve business goals. Customer support is reactive and acts as a resource for clients to use when they encounter specific technical issues and need help. .

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The Importance of Trust: 3 Steps to Build a Culture of Trust-Based Selling in Your Team

Sales Hacker

Trust is the key to making sales in today’s world. Unfortunately, any engagement where a buyer feels they are being sold to results in a feeling of distrust due to a misalignment of objectives. Your goal is to make money. The buyer’s goal is to deliver business outcomes that boost revenue, improve customer experience , or drive down costs. Align objectives between the buyer and the seller, and this distrust and reluctance evaporates.

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Investing in Scribe Therapeutics

Andreessen Horowitz

“I watched a video by Bill Gates and Steve Wozniac from the beginning of the personal computer age 25 years ago. When they were asked when they realized the PC was going to take off, they said it was serendipitous, … The post Investing in Scribe Therapeutics appeared first on Andreessen Horowitz.