Blog
Aligning Sales Development Motion to Lead Type
Sales development teams who are able to execute the right type of outreach based on the lead type are generally more effective at connecting, having better conversations, and ultimately at creating more qualified pipeline.
Your One Page Annual Go-To-Market Template
If you were to ask me what the go-to-market strategy is for a company I am running, I should give you a concise answer, but I might talk your ear off instead.
What Collateral and Content Do You Need To Sell Enterprise SaaS?
The theme of my conversations recently seems to be SMB SaaS moving to sell into the enterprise.
How Long Should a Founder Sell?
A question that gets tossed around a lot among start-up founders who are selling is, “How long should I be involved in sales?”.
To Reduce SaaS Churn, Help Your Customers 24/7
Sometimes big questions get floated like, “What is the meaning of life?”, “What’s my passion?” or “How can we reduce our SaaS customer churn?”
The Importance of a Product-Led Funnel
The other day our partner Pat and I were talking about the go-to-market motion of a partner company and he used a phrase I hadn’t heard before. Product-Led Funnel.
What Could Be More Important Than Your SaaS Renewal Process?
You may be asking yourself, “Wait, does my company even have a renewal process?”
The Essential SaaS Sales Metrics
More than any other department, sales relies on tracking and measuring. Metrics are the heartbeat of a high performing sales team.
The Power of SaaS Storytelling Versus Storymaking
A lot of SaaS marketing is made up. The best marketing is not.
How To Score the Health of Your Customer Base
Whether you are managing a SaaS customer base of 10 or 1,000 or 10,000, you will need a consistent way to track the health of your customer base. There is software to help you do this at scale, so if you are at or near the many hundreds of customers mark, I hope you have that.
More on the SaaS Sales Playbook for Product-Led Growth
I recently shared a few quick thoughts on how the SaaS sales playbook has to be adapted to work well in a product-led organization. Here are some more details on those thoughts…in no particular order.
Adapting the Traditional SaaS Sales Playbook for Product-Led Growth
There is an inside sales playbook that many SaaS companies use. And with good reason. It’s a tried and true, time-tested way to sell SaaS. It’s effective and proven. If you work for a B2B SaaS company you probably know this playbook well. It’s some variation of….