Sales Hacker

NOVEMBER 21, 2017

CASE IN POINT: A client downloads a white paper and is asked for the email to receive it. The client is caught off-guard and did not even read the paper. Instead, organizations should direct such a non-time sensitive development towards the outbound sales process. White paper D/L. # Web visitors.

Metrics 91

Metrics Underperforming Technical Team SaaS Education 91

Kellblog

JANUARY 24, 2020

They’d even have decay functions where downloading a white paper got you 10 points, but you’d lose a point every week since if there you had no further activity. At one company I ran, our single largest customer was initially scored a D lead because the contact downloaded a white paper using his Yahoo email address.

Software Review 98

Software Review Marketing Software Outsourced Development 98

Sales Hacker

NOVEMBER 22, 2019

In the world of sales development, nothing stays a novelty for long. Generic sales emails are just as bad. Nowadays, you’re more likely to present your unique value proposition to a five-person team than just one leader. We use it to provide comprehensive services that cover lead-generation and sales development.

Social Media 113

Social Media Technical Review Sales Underperforming Technical Team 113

Unbounce

OCTOBER 15, 2024

Develop gated assets : Create valuable downloadable content like eBooks , white papers , templates , and checklists. By sharing content from internal “thought leaders” like your agency’s founders or key leadership team members, you can build relationships and establish authority in the industry.

Strategy 64

Strategy AI Search Marketing Social Media 64

Intercom, Inc.

NOVEMBER 20, 2018

It is important that these friendly connections represent the target persona market you have outlined, as otherwise, the feedback loop is likely to be weak. White papers – these serve as a useful way to demonstrate expertise by writing about the problems your target personas have and offering insights to help them improve their situation.

Startup 178

Startup Sales SaaS Systems Review 178

FastSpring

JULY 11, 2024

We’re human beings with, we come with baggage, good baggage, bad baggage, prior experience, a perspective. If you fully optimize that, then you start moving higher up the funnel for things like downloading a white paper, signing up for a webinar, reading some content. You’re going to waste my sales team’s time.

B2B 126

B2B Scale Underperforming Technical Team Sales 126

FastSpring

MARCH 27, 2023

Ryan Austin had VP-level experience in training when he decided to start a consulting business to help enterprise-level companies with their corporate learning and development initiatives. Ryan and his team noticed so many inefficiencies across the L&D workflows. “It There are now over 150 enterprise companies using the platform.

Payment Solutions 94

Payment Solutions Payment Services SaaS Payments VP of Engineering 94

Intercom, Inc.

FEBRUARY 1, 2018

In August of 2016, Rachel Hepworth embarked on a unique challenge: start a growth marketing team at one of the most successful startups of this generation – one that had long relied heavily on word of mouth. I stumbled upon Eric Ries and Steve Blank, the concept of customer development – it was a revelation.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

SaaStr

JANUARY 28, 2020

If something bad happens, you’re going to have to cut your burn, probably. There is one thing, I love this quote and it’s a little bit of a crude quote, not that it’s bad language-. What do you do with that lightly toxic person on your team? I’ve spent three years deploying Gainsight. Aaron : No.

Sales Hiring 210

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 210

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. When I was hired, I came in with one salesperson and zero dollars in recurring revenue and over the next four years grew the sales team to over 140 employees and 55 million in recurring revenue. Want to see more content like this?

Sales Recruiting 255

Sales Recruiting Sales Hiring Scale Sales 255

Sales Hacker

OCTOBER 22, 2018

In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. According to Salesforce via The TAS Group, “Almost half of all sales team don’t have a playbook.

Sales Hiring 98

Sales Hiring Sales Sales Enablement Underperforming Technical Team 98

SaaStr

FEBRUARY 18, 2020

Maria and Anthony present the CEO and CMO playbook of how the CEO and CMO can partner with other members of the team to grow sales and marketing. Maria : Not too bad. You see this headline here and it doesn’t sound so bad, 43 months. It’s the entire executive team. Want to see more content like this?

Scale 215

Scale Sales Recruiting Sales Hiring Underperforming Technical Team 215

ProfitWell

AUGUST 5, 2019

Effective B2B marketing allows marketing teams to effectively educate, acquire, and retain customers. Collaborate with team members on research and discovery. At this step in the buyer’s process, the person tasked with initial research brings their findings to other members on the team for feedback and consultation.

B2B 97

B2B Strategy Marketing Scale 97

Upscope

JANUARY 4, 2021

Intercom developed one of those typical guidance systems you see when you sign up to a new website. They want to understand the pricing, the team management options, the possible future cost and lots more. You could ask them to book a demo with your sales team and some people prefer that. Well, that's how I think of it.

Software Review 52

Software Review Systems Review Technical Review Scale 52

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Joyce Johnson.

Scale 135

Scale Sales Recruiting Sales Hiring VP of Engineering 135

SaaStr

APRIL 16, 2020

In Today’s Episode We Discuss: * How Carolyn made her way across the pond from Head of US Communications at Orange to GM of Method in SF to then playing a key role in the marketing team at PagerDuty? * In terms of tone, what is the right tone to approach the broader team with? How does PagerDuty gain a sense of company morale at scale?

Scale 185

Scale Underperforming Technical Team Leadership Branding 185

Unbounce

JULY 12, 2023

How you can increase the volume and variety of your creative output using AI How you can improve your prompts If managing your data privacy is even possible in this new AI age Listen to the episode to find out about how (human) marketing agencies can fare against marketing robots… or maybe team up and create an even more powerful force.

AI 98

AI ChatGPT Merchant Services Underperforming Technical Team 98

Sales Hacker

DECEMBER 8, 2017

Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. Increased Importance of Personal Branding & Career Development to Create Your Own Sales Opportunities. By 2020, 70% of sales teams will be using analytics to understand their customers.

Scale 98

Scale Technical Review Outsourcing Services Sales Hiring 98