Need to get B2B recurring revenue growth back on track? Sales enablement and ops expert Stephen Hallowell outlines steps to follow now, and BizOps geek Alex Laats describes how account lifecycle management can help.
B2B Product Sales 101 for Startups : Support deckLuc Boilly
B2B Product Sales 101 for Startups - Long version, aimed as a support deck for a one day workshop.
The overall sales process overview for B2B early stage to market fit Startups .
Enjoy and contact me if you have any questions !
Sales Hacking for Startups by @TammyCamp of @500StartupsTammy Camp
This document discusses sales hacking, which uses technology to rapidly grow and automate a company's sales process. It provides information on sales infrastructure like CRMs, defining sales stages, lead scoring to prioritize qualified leads, tools for data harvesting, lead generation, verification and sales automation, best practices for outbound communication, understanding the sales pipeline, and recommends some books on sales.
Eric Santos - Revenue plays to preserve MRR, gain efficiency and build a pipe...SaaStock
This document outlines strategies for SaaS companies to preserve revenue, gain efficiency, and build a pipeline for future growth during the COVID-19 crisis. It recommends gathering customer intelligence to refine positioning, preserving monthly recurring revenue through proactive engagement and empathy, accelerating sales through segmentation and adjusted processes, gaining efficiency through business model optimization and potential M&A, and creating a pipeline for future revenue through low-cost entry points and expanded adoption. It also stresses the importance of transparency, empathy, and careful management of people during this challenging time.
Zero to 100 - Part 3: Founder-led Selling - Pete KazanjyDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major Zero to 100 is a learning program from David Skok. It is a detailed detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Every business uses a sales funnel.
A sales funnel is the predetermined journey people are taken through before becoming your customer. It can also be referred to as a sales tunnel or sales pipeline.
Learn how to go from traction to scale. The first stage is to understand your current team, your vision, and your long term goals. From there, you can start building and preparing your B2B SaaS team for growth.
Marketing managers, CMO's, and marketing VPs all need to understand when they should start building a growth team in their business. This will help you understand when to start and how to get there.
Ten learnings from Wolff Olins on setting up a marketing department for successWolff Olins
1. The document provides 10 recommendations for setting up a successful marketing department. The first is to clarify the marketing mandate by agreeing on objectives, tools, and responsibilities with senior management.
2. It also recommends that marketing monitor the entire customer experience and be integrated across the business, not just focused on sales and acquisition.
3. Establishing a clear marketing mantra or north star that the whole team can work towards is also suggested to help focus and integrate marketing efforts.
B2B Product Sales 101 for Startups : Support deckLuc Boilly
B2B Product Sales 101 for Startups - Long version, aimed as a support deck for a one day workshop.
The overall sales process overview for B2B early stage to market fit Startups .
Enjoy and contact me if you have any questions !
Sales Hacking for Startups by @TammyCamp of @500StartupsTammy Camp
This document discusses sales hacking, which uses technology to rapidly grow and automate a company's sales process. It provides information on sales infrastructure like CRMs, defining sales stages, lead scoring to prioritize qualified leads, tools for data harvesting, lead generation, verification and sales automation, best practices for outbound communication, understanding the sales pipeline, and recommends some books on sales.
Eric Santos - Revenue plays to preserve MRR, gain efficiency and build a pipe...SaaStock
This document outlines strategies for SaaS companies to preserve revenue, gain efficiency, and build a pipeline for future growth during the COVID-19 crisis. It recommends gathering customer intelligence to refine positioning, preserving monthly recurring revenue through proactive engagement and empathy, accelerating sales through segmentation and adjusted processes, gaining efficiency through business model optimization and potential M&A, and creating a pipeline for future revenue through low-cost entry points and expanded adoption. It also stresses the importance of transparency, empathy, and careful management of people during this challenging time.
Zero to 100 - Part 3: Founder-led Selling - Pete KazanjyDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major Zero to 100 is a learning program from David Skok. It is a detailed detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Every business uses a sales funnel.
A sales funnel is the predetermined journey people are taken through before becoming your customer. It can also be referred to as a sales tunnel or sales pipeline.
Learn how to go from traction to scale. The first stage is to understand your current team, your vision, and your long term goals. From there, you can start building and preparing your B2B SaaS team for growth.
Marketing managers, CMO's, and marketing VPs all need to understand when they should start building a growth team in their business. This will help you understand when to start and how to get there.
Ten learnings from Wolff Olins on setting up a marketing department for successWolff Olins
1. The document provides 10 recommendations for setting up a successful marketing department. The first is to clarify the marketing mandate by agreeing on objectives, tools, and responsibilities with senior management.
2. It also recommends that marketing monitor the entire customer experience and be integrated across the business, not just focused on sales and acquisition.
3. Establishing a clear marketing mantra or north star that the whole team can work towards is also suggested to help focus and integrate marketing efforts.
Successful Marketing Starts with a StrategyKatie Spence
Once we’ve crafted a strategy for messaging to customers, Spry Ideas puts the nuts-and-bolts tactics in place that assure ROI on content dollars. Quite often we find companies have no clear objectives for their content and no way of measuring the ROI on content or social media spends. They just write more, tweet more, and hope for the best. Our well-executed content marketing strategies have clear goals and measurable returns. We also offer marketing automation solutions to provide enhanced efficiencies and expanded analytics for clients. You should know that your content is reaching buyers and impacting their buying journeys and we can show you how.
This document discusses strategies for growing sales and market share. It argues that high penetration of the right products is key to winning in the marketplace. A four-step strategy is outlined: selecting the right product assortment, implementing the right go-to-market strategy, using the right systems and tools to measure performance, and building the right sales team capabilities. The document provides insights and processes for optimizing each part of the strategy based on over 20 years of industry experience leading different product categories. The overall goal is to make brands easier to buy by more people in more situations at lower cost.
This document outlines a sales funnel model and discusses opportunities to improve lead conversion rates. It describes the traditional funnel approach of focusing on selling activities. It then introduces building a wider funnel by targeting suspects, prospects, hot prospects, and qualified leads over time. The document notes that as leads move through the funnel, the number that convert drops off significantly. It identifies that typically 96% of qualified leads are unsold, representing a major opportunity to increase sales through follow up marketing like drip campaigns.
TopSprout is a marketing firm that helps companies with new product launches and changing business models. The document outlines TopSprout's approach of conducting research, developing messaging strategies and marketing collateral, and providing rapid rollout support. It notes that TopSprout has a track record of 100% client satisfaction and 20 years of experience in product launches. Contact information is provided for next steps.
Clear Direction on Using Big Data to Solve Retail ProblemsBill Bishop
It’s time to identify where retail analytics can deliver specific, practical benefits to the bottom line and strengthen competitive position. This new report cuts through the vastness of big data's potential and shows how the opportunities stack up based on the results of our recent survey.
How to scale a B2B Marketing Function - Roshan CariappaRoshan Cariappa
Notes from a workshop conducted on 16th Feb 2020 for Entrepreneurs and early hires at B2B SaaS startups on how they should go about building their Marketing function from scratch. [Note - will revise this periodically]
The content focused on principles one could use to think about various things from who you should hire and what campaigns you should run to what metrics you should focus on and how marketing should align with Sales.
The purpose of the slides themselves was to seed conversations and provoke questions from the audience (the session extended beyond 2hrs!) and so you might need some additional explanation on a few of the slides.
Please feel free to reach out to me on LinkedIn, Twitter or Email - happy to help in any way possible.
This document outlines 10 strategies, or "profit triggers", for increasing business revenues and profits. These include strategies for increasing the number of clients, average transaction values, and transaction frequency. It provides tips for each trigger, such as improving lead generation, conversion rates, upselling, and developing loyalty programs. The document emphasizes implementing systems and automation to consistently apply these strategies in order to see exponential revenue growth over time. It invites the reader to learn more about profit triggers and transforming their business through an online course.
Applying Predictive and AI to Top-of-Funnel ABMRollWorks
1) The agenda covers topics on applying predictive analytics and AI to top-of-funnel account-based marketing (ABM) campaigns including setting the stage for ABM, using predictive technologies for target account lists, and a Q&A session.
2) The presentation provides information on the basic components of marketing campaigns and how ABM campaigns differ by targeting specific audiences, offers, and channels. It also outlines the four core phases of ABM - defining goals, selecting accounts, engagement strategies, and measurement.
3) Examples are given on how to utilize first and third party data with predictive models to score and prioritize target account lists, provide insights, and identify new prospective accounts. Outcomes like increased conversion
Leading in the new world of work – Human Resonance
With so many models and approaches – from large firms to business schools to boutiques – it is hard for companies to architect the tailored yet integrated experiences they need.
In our “Human Resonance” approach we offer what is needed.
Next level practice instead of best practice!
In this new world of work, the barriers between work and life are eliminated. The “new world of work” is one that requires a dramatic change in strategies for leadership, talent, and human resources.
A new playbook for new times
Growth, volatility, change, and disruptive technology drive companies to shift their underlying business model. It is time to address this disruption, transforming the leaders from a transaction-execution function into a dominant partner who pushes innovative solutions to managers at all levels. Unless c-level managers embraces this transformation, they will struggle to solve problems at the pace the business demands.
Today’s challenges require a new playbook – one that makes leaders more agile, forward thinking, bolder and more pushy in their solutions. Our goal in this presentation is to give business leaders fresh ideas and perspectives to shape thinking about priorities for 2015. In a growing, changing economy, business challenges abound. Yet few can be addressed successfully without new approaches to solving the people challenges that accompany them— challenges that have grown in importance and complexity.
This document provides advice and perspectives on start-up sales from Jeremy M. Seltzer. It discusses getting meetings with potential customers, pitching the company and solution, following up after meetings, and getting deals to the signature stage. Tips are provided for each stage of the sales cycle, from using tools like Slack and Salesforce to guide prospects through multiple meetings. Common challenges like negotiating legal agreements and setting pricing are also addressed. The goal is to help start-up salespeople effectively manage opportunities and move them towards closed deals.
The document discusses marketing strategies for a B2B funnel, including SEO, Google ads, case studies, business cards, calculators, and remarketing ads. It uses Therminol as a case study to explain how these tactics can be used at each stage of the funnel from awareness to loyalty. Keywords are identified to drive traffic and competitors are analyzed. The importance of case studies, testimonials, and customer stories for validation and conversion is also highlighted.
Mark Roberge - The science of re-establishing growth: When, where, and howSaaStock
Over the past few months, we have moved our operation into a virtual setting, reset budgets and revenue plans, and pivoted to target market and messaging aligned with the economic context. Now what? Are we being too aggressive? Or too conservative? What should we be tracking to understand these critical questions? Mark Roberge, managing director at Stage 2 Capital, professor at Harvard Business School, and former CRO at HubSpot, will share his frameworks to quantitatively answer when, where, and how to scale. He will present the scientific, data-driven approach he implements in companies to assess product-market-fit, go-to-market-fit, and the appropriate pace of scale. He will also illustrate front-line tactics used to accelerate companies toward re-establishing growth.
Local funnel | Sales Funnel Consultant | Marketing FunnelMarketing Funnel
Local Funnel specializes in developing sales funnels for local businesses. We also offer training to local businesses to help improve their marketing and web presence.
Local Funnel is not one of those places. Local Funnel serves one overall purpose - to help increase your sales/customers. How? By teaching and helping hard working small business owners like yourself how to build a proper internet sales funnel. Local Funnel will help you with finding potential customers, bringing those potential customers to your sales funnel and site, then convert them into PAYING customers.
This document discusses the importance of strategically designing marketing funnels to drive profitable customer acquisition and growth. It states that getting traffic to convert is now the main challenge, as paid traffic is plentiful but conversions are difficult. A custom-fit funnel is needed for each business to match its offerings and audience. Precise analytics tracking key metrics is also required to continuously optimize the funnel for maximum revenue. Following this process can turn $1 of traffic into $3 of revenue on a consistent basis. Contact information is provided to schedule a free funnel strategy session.
Why business development? Finally, a clear definition!David Cruz e Silva
Original article available here: http://untamedpotential.com/business-development-finally-clear-definition/
Business Development is necessary nowadays for businesses to achieve sustainable business growth. It focuses on creating long-term value rather than quick cash solutions. Even though different from, it may include Sales, as well as Strategy and Marketing.
To be a Business Developer you must align the overall strategy with business development to explore synergies, embrace an innovative and iterative mindset and creatively think about everything you know (and don’t know) about the business. Also, monitoring and analysing are key drivers of growth.
The document discusses the importance of assessing the viability of a business model before making large investments. It describes the speaker's experience with his previous startup Closely, which was unable to find a viable go-to-market channel despite testing direct sales, agency partners, and large solution providers. The speaker advocates doing a thorough evaluation of the addressable market, competition, and industry structure to understand risks before pursuing investment. The presentation provides tips for optimizing messaging and sales processes through continuous testing and iteration.
This document discusses strategies for scaling a startup business. It emphasizes that the strategies that work for early-stage startups do not necessarily scale well. Companies must evolve how they build products, roadmap processes, and measure success. Maintaining high customer retention rates and expanding revenue from existing customers are also highlighted as important metrics for scaling subscription businesses.
Successful Marketing Starts with a StrategyKatie Spence
Once we’ve crafted a strategy for messaging to customers, Spry Ideas puts the nuts-and-bolts tactics in place that assure ROI on content dollars. Quite often we find companies have no clear objectives for their content and no way of measuring the ROI on content or social media spends. They just write more, tweet more, and hope for the best. Our well-executed content marketing strategies have clear goals and measurable returns. We also offer marketing automation solutions to provide enhanced efficiencies and expanded analytics for clients. You should know that your content is reaching buyers and impacting their buying journeys and we can show you how.
This document discusses strategies for growing sales and market share. It argues that high penetration of the right products is key to winning in the marketplace. A four-step strategy is outlined: selecting the right product assortment, implementing the right go-to-market strategy, using the right systems and tools to measure performance, and building the right sales team capabilities. The document provides insights and processes for optimizing each part of the strategy based on over 20 years of industry experience leading different product categories. The overall goal is to make brands easier to buy by more people in more situations at lower cost.
This document outlines a sales funnel model and discusses opportunities to improve lead conversion rates. It describes the traditional funnel approach of focusing on selling activities. It then introduces building a wider funnel by targeting suspects, prospects, hot prospects, and qualified leads over time. The document notes that as leads move through the funnel, the number that convert drops off significantly. It identifies that typically 96% of qualified leads are unsold, representing a major opportunity to increase sales through follow up marketing like drip campaigns.
TopSprout is a marketing firm that helps companies with new product launches and changing business models. The document outlines TopSprout's approach of conducting research, developing messaging strategies and marketing collateral, and providing rapid rollout support. It notes that TopSprout has a track record of 100% client satisfaction and 20 years of experience in product launches. Contact information is provided for next steps.
Clear Direction on Using Big Data to Solve Retail ProblemsBill Bishop
It’s time to identify where retail analytics can deliver specific, practical benefits to the bottom line and strengthen competitive position. This new report cuts through the vastness of big data's potential and shows how the opportunities stack up based on the results of our recent survey.
How to scale a B2B Marketing Function - Roshan CariappaRoshan Cariappa
Notes from a workshop conducted on 16th Feb 2020 for Entrepreneurs and early hires at B2B SaaS startups on how they should go about building their Marketing function from scratch. [Note - will revise this periodically]
The content focused on principles one could use to think about various things from who you should hire and what campaigns you should run to what metrics you should focus on and how marketing should align with Sales.
The purpose of the slides themselves was to seed conversations and provoke questions from the audience (the session extended beyond 2hrs!) and so you might need some additional explanation on a few of the slides.
Please feel free to reach out to me on LinkedIn, Twitter or Email - happy to help in any way possible.
This document outlines 10 strategies, or "profit triggers", for increasing business revenues and profits. These include strategies for increasing the number of clients, average transaction values, and transaction frequency. It provides tips for each trigger, such as improving lead generation, conversion rates, upselling, and developing loyalty programs. The document emphasizes implementing systems and automation to consistently apply these strategies in order to see exponential revenue growth over time. It invites the reader to learn more about profit triggers and transforming their business through an online course.
Applying Predictive and AI to Top-of-Funnel ABMRollWorks
1) The agenda covers topics on applying predictive analytics and AI to top-of-funnel account-based marketing (ABM) campaigns including setting the stage for ABM, using predictive technologies for target account lists, and a Q&A session.
2) The presentation provides information on the basic components of marketing campaigns and how ABM campaigns differ by targeting specific audiences, offers, and channels. It also outlines the four core phases of ABM - defining goals, selecting accounts, engagement strategies, and measurement.
3) Examples are given on how to utilize first and third party data with predictive models to score and prioritize target account lists, provide insights, and identify new prospective accounts. Outcomes like increased conversion
Leading in the new world of work – Human Resonance
With so many models and approaches – from large firms to business schools to boutiques – it is hard for companies to architect the tailored yet integrated experiences they need.
In our “Human Resonance” approach we offer what is needed.
Next level practice instead of best practice!
In this new world of work, the barriers between work and life are eliminated. The “new world of work” is one that requires a dramatic change in strategies for leadership, talent, and human resources.
A new playbook for new times
Growth, volatility, change, and disruptive technology drive companies to shift their underlying business model. It is time to address this disruption, transforming the leaders from a transaction-execution function into a dominant partner who pushes innovative solutions to managers at all levels. Unless c-level managers embraces this transformation, they will struggle to solve problems at the pace the business demands.
Today’s challenges require a new playbook – one that makes leaders more agile, forward thinking, bolder and more pushy in their solutions. Our goal in this presentation is to give business leaders fresh ideas and perspectives to shape thinking about priorities for 2015. In a growing, changing economy, business challenges abound. Yet few can be addressed successfully without new approaches to solving the people challenges that accompany them— challenges that have grown in importance and complexity.
This document provides advice and perspectives on start-up sales from Jeremy M. Seltzer. It discusses getting meetings with potential customers, pitching the company and solution, following up after meetings, and getting deals to the signature stage. Tips are provided for each stage of the sales cycle, from using tools like Slack and Salesforce to guide prospects through multiple meetings. Common challenges like negotiating legal agreements and setting pricing are also addressed. The goal is to help start-up salespeople effectively manage opportunities and move them towards closed deals.
The document discusses marketing strategies for a B2B funnel, including SEO, Google ads, case studies, business cards, calculators, and remarketing ads. It uses Therminol as a case study to explain how these tactics can be used at each stage of the funnel from awareness to loyalty. Keywords are identified to drive traffic and competitors are analyzed. The importance of case studies, testimonials, and customer stories for validation and conversion is also highlighted.
Mark Roberge - The science of re-establishing growth: When, where, and howSaaStock
Over the past few months, we have moved our operation into a virtual setting, reset budgets and revenue plans, and pivoted to target market and messaging aligned with the economic context. Now what? Are we being too aggressive? Or too conservative? What should we be tracking to understand these critical questions? Mark Roberge, managing director at Stage 2 Capital, professor at Harvard Business School, and former CRO at HubSpot, will share his frameworks to quantitatively answer when, where, and how to scale. He will present the scientific, data-driven approach he implements in companies to assess product-market-fit, go-to-market-fit, and the appropriate pace of scale. He will also illustrate front-line tactics used to accelerate companies toward re-establishing growth.
Local funnel | Sales Funnel Consultant | Marketing FunnelMarketing Funnel
Local Funnel specializes in developing sales funnels for local businesses. We also offer training to local businesses to help improve their marketing and web presence.
Local Funnel is not one of those places. Local Funnel serves one overall purpose - to help increase your sales/customers. How? By teaching and helping hard working small business owners like yourself how to build a proper internet sales funnel. Local Funnel will help you with finding potential customers, bringing those potential customers to your sales funnel and site, then convert them into PAYING customers.
This document discusses the importance of strategically designing marketing funnels to drive profitable customer acquisition and growth. It states that getting traffic to convert is now the main challenge, as paid traffic is plentiful but conversions are difficult. A custom-fit funnel is needed for each business to match its offerings and audience. Precise analytics tracking key metrics is also required to continuously optimize the funnel for maximum revenue. Following this process can turn $1 of traffic into $3 of revenue on a consistent basis. Contact information is provided to schedule a free funnel strategy session.
Why business development? Finally, a clear definition!David Cruz e Silva
Original article available here: http://untamedpotential.com/business-development-finally-clear-definition/
Business Development is necessary nowadays for businesses to achieve sustainable business growth. It focuses on creating long-term value rather than quick cash solutions. Even though different from, it may include Sales, as well as Strategy and Marketing.
To be a Business Developer you must align the overall strategy with business development to explore synergies, embrace an innovative and iterative mindset and creatively think about everything you know (and don’t know) about the business. Also, monitoring and analysing are key drivers of growth.
The document discusses the importance of assessing the viability of a business model before making large investments. It describes the speaker's experience with his previous startup Closely, which was unable to find a viable go-to-market channel despite testing direct sales, agency partners, and large solution providers. The speaker advocates doing a thorough evaluation of the addressable market, competition, and industry structure to understand risks before pursuing investment. The presentation provides tips for optimizing messaging and sales processes through continuous testing and iteration.
This document discusses strategies for scaling a startup business. It emphasizes that the strategies that work for early-stage startups do not necessarily scale well. Companies must evolve how they build products, roadmap processes, and measure success. Maintaining high customer retention rates and expanding revenue from existing customers are also highlighted as important metrics for scaling subscription businesses.
This document discusses building an effective content marketing strategy and achieving market leadership. It provides advice on developing a viewpoint through contextualized content, choosing the right marketing technology, and fueling growth through messaging and positioning. A proven model is outlined that moves from launching to leading through innovation, unique value propositions, and experience-based selling. Templates are provided for developing viewpoint stories that can tilt the playing field in a company's favor through breakthrough marketing.
Klaus-M. has 20 years of experience from enterprise sales to B2B SaaS inbound and outbound sales. This presentation gives a holistic overview of sales and many insights into his learnings.
The Intersection of Predictive and Account-Based MarketingPerkuto
This document discusses account-based marketing and how predictive analytics can be used for audience selection. It provides an overview of components of an ABM plan including target account lists, data preparation, personalized messaging, defining marketing plays, and measuring success. Various marketing activities across the buyer journey are outlined, and it is noted that ABM cuts across the entire funnel. The importance of proper account selection is emphasized to avoid expensive campaigns.
This document provides an overview of fundraising for startups. It discusses understanding the investor landscape, the different phases of a startup, product-market fit, scaling the business, and venture capital. It emphasizes the importance of getting early customer validation, demonstrating a repeatable and scalable growth model, and conveying a compelling vision to attract investors. The document also covers selecting the right investor strategy, preparing an effective pitch deck with financial projections and valuation, and crafting a narrative around solving an important problem.
Growing business performance indicators: what to measureDaniel Plume
This document discusses key business performance indicators that small and growing businesses should measure. It outlines several sales performance metrics to track, including sales revenues, customer acquisition cost, building a typical customer profile, and size of gross margin. It also discusses measuring the sales funnel. For service performance, the document recommends measuring speed of service, cost to serve, customer loyalty and retention rates, and implementing a consistent customer service measurement. The overall goal is for small businesses to focus on the most important metrics that will help them navigate growth and scale their business successfully.
How to Build Your Revenue Engine as Your Startup Evolves by Hana Abaza, VP Ma...Traction Conf
The document provides guidance on building a revenue engine as a startup evolves. It discusses moving from reactive, disorganized processes to more specialized, coordinated roles and focusing marketing and sales efforts. Key recommendations include focusing on a specific persona to optimize for, understanding the buying process is not always linear, and building systems around people, process, and tools to scale operations in a strategic way.
Building Your Revenue Engine As Your Startup EvolvesHana Abaza
Startups go through different stages of evolution. In this presentation we discuss what your marketing and sales engine might look like with a specific deep dive into demand generation, optimizing your unit economics and focusing on a specific buyer persona.
It's not your grandmother's lean anymore!Business901
The document discusses applying Lean principles to marketing and sales. It suggests that Lean can be used as a knowledge creation model through the Plan-Do-Check-Act (PDCA) cycle. This allows for continuous improvement through frequent small changes rather than massive breakthroughs. The document also discusses mapping the customer decision-making process and matching internal resources to build support networks and sales/marketing teams. Overall it advocates focusing on the customer experience and journey to create purposeful interactions through a system of flexible touchpoints.
The Programmatic Sales Ecosystem: The Good, The Bad and The UglyDigiday
What is needed to make successful a sales organization and to empower sales people to not just be good, but great? Brian Decker of Mindshare will revisit his session from last year's Exchange Summit entitled "Programmatic: It's Not Really About Cheap Media" to address the line of questioning by the audience after his presentation, which focused on the sales ecosystem surrounding automated advertising.
Sales performance in a changing world.. This short document will help you see why we work the way we do in sales performance and give you an quick insight into our services
Description of Rezolto, our team, services, competencies and experience incl. an overview of brands we have been supporting and working with during the last 3 years.
In short: We help lifestyle companies grow sales and boost profits.
This document discusses Agile Marketing and its key principles and processes. Agile Marketing uses self-organizing, cross-functional teams that work in frequent iterations to focus on delivering value to customers. It aims to drive growth through rapid feedback and emergent solutions. The process involves defining concepts, measuring performance through iterations of development, testing, and learning from launches. Agile Marketing prioritizes responding to change over rigid plans and values testing and data over opinions. It focuses on delivering customer value through collaboration, transparency, and frequent experiments.
Customer, market and business validation for early-stage startupsJeff McClelland
A collection of tips on how to go about validating your offer to customers, choose a market, and scope a business. Touches on JTBD, lean startup, business model canvas. Also a brief case study on TransferWise and the keys to it's success.
20 top sales_leaders_reveal_their_biggest_productivity_secretsMiguel Spencer
This document summarizes insights from 20 top sales leaders on important shifts in sales strategies, technologies, and processes. Key points include:
- Sales professionals must adapt to changing buyer behaviors and implement fact-based research and briefings rather than just value propositions.
- Cross-functional collaboration, understanding how revenue flows through organizations, and focusing on long-term customer sustainability are important.
- Specializing sales roles into prospectors, market response reps, closers, and account managers can dramatically improve pipeline and scale.
- Qualifying sales prospects thoroughly and providing sales enablement infrastructure helps reps focus on closing deals.
The document provides an introduction to a customer success operating model. It discusses the need for a standardized methodology for recurring revenue businesses to cover the entire customer journey. The operating model consists of four core elements: 1) the customer journey (bowtie), 2) the SPICED framework, 3) the types of impact (rational and emotional), and 4) critical events. It is presented as a way to drive alignment, standardization, and interoperability across functions to help customers achieve impact and businesses scale sustainably.
Grow and scale customer acquisition (and retention)Gary Corcoran
This presentation is for startups who understand who their customers are and have their product market fit.
We take a look at how you can scale and grow your acquisition and retention. Looking at some cool tips and techniques for both customer acquisition and retention.
At the B2B conference in November Paul Everett, Director of Marketing Strategy took us through the importance of building a balance between customer experiences and doing something as a business that’s worth marketing.
WebSummit 2018 - 9 Secrets for Startup SuccessDavid Skok
Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a way to build repeatable, scalable and profitable growth before they are ready to step on the accelerator and grow at high speed. In this talk, five-time serial entrepreneur and author of the ForEntrepreneurs blog, David Skok, breaks this journey down into 9 distinct stages and explains the playbook at each stage. Warning: trying to force growth by skipping a step is the number one mistake entrepreneurs make, and it is often fatal.
Similar to Getting Unstuck: Overcoming Barriers to Revenue Growth (20)
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
Storytelling is an incredibly valuable tool to share data and information. To get the most impact from stories there are a number of key ingredients. These are based on science and human nature. Using these elements in a story you can deliver information impactfully, ensure action and drive change.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
The Evolution and Impact of OTT Platforms: A Deep Dive into the Future of Ent...ABHILASH DUTTA
This presentation provides a thorough examination of Over-the-Top (OTT) platforms, focusing on their development and substantial influence on the entertainment industry, with a particular emphasis on the Indian market.We begin with an introduction to OTT platforms, defining them as streaming services that deliver content directly over the internet, bypassing traditional broadcast channels. These platforms offer a variety of content, including movies, TV shows, and original productions, allowing users to access content on-demand across multiple devices.The historical context covers the early days of streaming, starting with Netflix's inception in 1997 as a DVD rental service and its transition to streaming in 2007. The presentation also highlights India's television journey, from the launch of Doordarshan in 1959 to the introduction of Direct-to-Home (DTH) satellite television in 2000, which expanded viewing choices and set the stage for the rise of OTT platforms like Big Flix, Ditto TV, Sony LIV, Hotstar, and Netflix. The business models of OTT platforms are explored in detail. Subscription Video on Demand (SVOD) models, exemplified by Netflix and Amazon Prime Video, offer unlimited content access for a monthly fee. Transactional Video on Demand (TVOD) models, like iTunes and Sky Box Office, allow users to pay for individual pieces of content. Advertising-Based Video on Demand (AVOD) models, such as YouTube and Facebook Watch, provide free content supported by advertisements. Hybrid models combine elements of SVOD and AVOD, offering flexibility to cater to diverse audience preferences.
Content acquisition strategies are also discussed, highlighting the dual approach of purchasing broadcasting rights for existing films and TV shows and investing in original content production. This section underscores the importance of a robust content library in attracting and retaining subscribers.The presentation addresses the challenges faced by OTT platforms, including the unpredictability of content acquisition and audience preferences. It emphasizes the difficulty of balancing content investment with returns in a competitive market, the high costs associated with marketing, and the need for continuous innovation and adaptation to stay relevant.
The impact of OTT platforms on the Bollywood film industry is significant. The competition for viewers has led to a decrease in cinema ticket sales, affecting the revenue of Bollywood films that traditionally rely on theatrical releases. Additionally, OTT platforms now pay less for film rights due to the uncertain success of films in cinemas.
Looking ahead, the future of OTT in India appears promising. The market is expected to grow by 20% annually, reaching a value of ₹1200 billion by the end of the decade. The increasing availability of affordable smartphones and internet access will drive this growth, making OTT platforms a primary source of entertainment for many viewers.
Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
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Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
Introduction
The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
Getting Unstuck: Overcoming Barriers to Revenue Growth
1. Getting Unstuck:
PRESENTED BY:
STEPHEN HALLOWELL
VP SALES ENABLEMENT & OPERATIONS
MULESOFT
All participants
are currently
muted.
We’ll start in a
few minutes.
3. ACCOUNT LIFECYCLE MANAGEMENT
CEO & Founder at Rekener
GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
HOST
CMO & Co-founder at Rekener
GETTING UNSTUCK
VP Sales Enablement & Operations at Mulesoft
LET’S GET STARTED:
4. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
● Growth rate slowing
● ASP shrinking
● Win rates declining
● LTV/CAC ratio shrinking
● Payback period for CAC lengthening
5. VP SALES ENABLEMENT & OPERATIONS, MULESOFT
• Part of 3 category-defining businesses with aggregate
market value of $6Bn
○ ConstantContact (Endurance)
○ Responsys (Oracle)
○ Mulesoft
• Experienced at scaling highly-effective sales organizations
• Holistic viewpoint, work at the intersection of sales &
marketing
PREVIOUS
● Commonwealth Capital
Ventures
● Monitor Group
EDUCATION
● BA Systems Engineering,
Dartmouth
● MBA, Tuck/Dartmouth
● Indian School of Business
GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
STEPHEN.HALLOWELL@MULESOFT.COM
6. VALUE PROPOSITION
Increase revenue through more
effective B2C email marketing
Take the pain out of integration →
Accelerate your business by changing
how IT delivers value
REVENUE
$95M → $200M
2010 → 2013
$60M → $260M*
2014 → 2017
SALES MODEL All-or-nothing Land and Expand
PRODUCT CATEGORY Established Established → New
OUTCOME
IPO in 2011
Acquired by Oracle for $1.5Bn in 2014
IPO in 2017
~$2.7Bn market cap
GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
* Run rate through 1H 2017
10. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
“Smart
customers”
who understand
what we do
“Backwards customers”
who just don’t see the value
THE WORLD
(THROUGH THE EYES OF YOUR SALESPEOPLE)
11. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
ARR
STACK-RANK OF CUSTOMERS WITH
SIMILAR PURCHASING ABILITY
14. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
From “Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to
Mainstream Customers,” G. Moore, Collins Business Essentials
15. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
● Lots of inbound
demand
● Customers
have defined
projects
● Customers
know what
problem they
are solving
● Focus on selling
product
capabilities
● Outbound
sale
● Problem not
recognized /
prioritized
● Focus on
educating
about the
problem
From “Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to
Mainstream Customers,” G. Moore, Collins Business Essentials
17. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
● Lots of inbound
demand
● Customers
have defined
projects
● Customers
know what
problem they
are solving
● Focus on selling
product
capabilities
● Outbound
sale
● Problem
not
recognized
/ prioritized
● Focus on
educating
about the
problem
From “Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to
Mainstream Customers,” G. Moore, Collins Business Essentials
19. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
● Talk with colleagues in Sales, Marketing & Product
○ Are they observing the same symptoms?
○ What potential causes have they identified?
○ What steps are they already taking to address
them?
● Use data to make the case that change is needed
○ What got us here won’t get us there
● Show that the new ways are working; celebrate
results of early adopters
● Lead and align the cross-functional team that
supports the sales org
20. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
Why customers should change - using your
product - in the first place
Who to target
What selling teams need to accomplish with
customers
How selling teams should have the
conversation
21. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
TRADITIONAL SALES PROCESS
DISCOVERY
DEM
O
COM
M
ERCIALS
Emphasis on vendor
capabilities
Does not help the customer
identify a problem!
22. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
INSIGHT-DRIVEN SALES PROCESS
ALIGN
ON
PROBLEM
/
OPPORTUNITY
AGREE TO
(VENDOR
NEUTRAL)
APPROACH
SHOW
W
HY YOU’RE
THE BEST PARTNER
COM
M
ERCIALS
Emphasis on customer
needs
Jointly identify problem
23. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
● Qualifies out
mass-market buyers
who don’t already
recognize a problem
Ability to buy now
(BANT)
24. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
● Qualifies out
mass-market buyers
who don’t already
recognize a problem
Ability to buy now
(BANT)
Need & capability to
change
● Target companies with the
greatest need for what you sell
○ Ops should identify using
externally-observable data
where possible
● Qualify based on finding
someone who:
○ Wants to learn
○ Has the capacity to create
change
25. Internal
GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
From “Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to
Mainstream Customers,” G. Moore, Collins Business Essentials
Prototype, test, and
iterate your message
and sales process
Then use their
success to bring the
rest along
26. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
Value
Proposition
Messaging
Content &
Campaigns
How can you make it as easy as possible for others to
see the world the way your best customers do?
27. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
Value
Proposition
Messaging
Content &
Campaigns
● Know why the
problem you solve
matters to
customers at both
the user and
executive level
● Ensure the
connection between
why you’re different
and how you
generate value is
crisp
How can you make it as easy as possible for others to
see the world the way your best customers do?
28. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
Value
Proposition
Messaging
Content &
Campaigns
● Know why the
problem you solve
matters to
customers at both
the user and
executive level
● Ensure the
connection between
why you’re different
and how you
generate value is
crisp
● Focus on problem
identification as
much as the solution
● Consider running a
messaging workshop
with a 3rd party
How can you make it as easy as possible for others to
see the world the way your best customers do?
29. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
Value
Proposition
Messaging
Content &
Campaigns
● Know why the
problem you solve
matters to
customers at both
the user and
executive level
● Ensure the
connection between
why you’re different
and how you
generate value is
crisp
● Focus on problem
identification as
much as the solution
● Consider running a
messaging workshop
with a 3rd party
● AE-focused
presentations and
content model
best-practice
conversations
● Marketing
campaigns and
collateral should
both set up and
reinforce this
message
How can you make it as easy as possible for others to
see the world the way your best customers do?
30. GETTING UNSTUCK: OVERCOMING BARRIERS TO REVENUE GROWTH
● Slowing growth means you’re reaching the end of one
chapter
● If you embrace the change required, you can get to the
next — even more exciting — phase
● You’re changing a complex, interdependent system.
Changing just one part won’t work
● You’re in a unique position to help your organization
recognize and respond… but you can’t go it alone.
Get exec support across sales, marketing, and product
32. FOUNDER & CEO OF REKENER
• Passionate leader and BizOps geek with
expertise in recurring revenue businesses
• Working to crack the code on recurring
revenue model businesses since 1999 with
Informio, RAMP, AVOKE and ZeroTurnaround
• Leader in businesses with $440 million in
liquidity events
○ NBX acq by 3Com
○ BBN acq by Raytheon
FOUNDED:
NBX, Informio, Boomerang,
AVOKE, RAMP, Rekener
EDUCATION:
MIT (Physics & Math) and
Harvard Law (JD)
ACCOUNT LIFECYCLE MANAGEMENT
ALEX@REKENER.COM
34. ACCOUNT LIFECYCLE MANAGEMENT
LAND THE RIGHT
NET NEW
BUSINESS
MASTER YOUR
LAND & EXPAND
STRATEGY
RUN TARGETED
CROSS-SELL
CAMPAIGNS
REDUCE
CHURN
FIND OPTIMAL
MARKET SEGMENTS
OPTIMIZE
TERRITORIES
35. “I’M DRIVING MORE
MQLs!”
MARKETING
supported by Marketing Ops
“THE MQLs ARE BAD.
I NEED TO CLOSE DEALS!”
SALES
supported by Sales Ops
“YEAH, BUT…
YOUR DEALS CHURN!”
SUPPORT/SUCCESS
supported by Success Ops
BOARD & C-SUITE
ACCOUNT LIFECYCLE MANAGEMENT
36. ACCOUNT LIFECYCLE MANAGEMENT
● Growth rate slowing
● ASP shrinking
● Declining win rates
● LTV/CAC ratio decreasing
● Payback period for CAC lengthening
41. ACCOUNT LIFECYCLE MANAGEMENT
Remove barriers to revenue growth by
zooming in on account lifecycle data and
aligning your go-to-market team around the
best accounts.
42. Q & A
FOR MORE INFORMATION
https://www.rekener.com/jointhecommunity