Keynote by Jean-Christophe Taunay-Bucalo, VP Global Sales & Customer Success at TravelPerk from #SaaStock17, Traction Stage, RDS, Dublin, Ireland. Tuesday 19th September 2017
Keynote by Jean-Christophe Taunay-Bucalo, VP Global Sales & Customer Success at TravelPerk from #SaaStock17, Traction Stage, RDS, Dublin, Ireland. Tuesday 19th September 2017
How to Drive Growth with Customer Success MetricsGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Growth with Customer Success Metrics - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists Aaron Ross, author of Predictable Revenue, Jason Lemkin of Storm Ventures, Tomasz Tunguz of Redpoint Ventures, and Brian Stafford McKinsey.
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
Avoid Trapdoor Decisions: 5 Lessons Learned from Scaling Stripesaastr
Formerly a senior leader at Google, Claire Hughes Johnson is now Chief Operating Officer at Stripe, where she’s helped guide the online payments firm through rapid growth. Stripe today has more than 1,400 employees and processes billions of dollars for millions of users worldwide. Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations.
"Finding your Sweet Spot: The importance of Lead Qualification" by T. HeinkensTheFamily
Qualifying is all about gathering insights necessary to make a good judgment.
Should you sell to a given prospect? What is the best course of action to close a deal? Is this prospect a good fit for your offer? Is it a viable sales opportunity?
Only after you've qualified someone can you really know whether it's worth to invest your time and effort into trying to sell to this prospect.
During this 45 min. Workshop, Thibault will give you the 7 steps to efficiently qualify your leads and improve your sales startegy.
We believe that who you are is more important than what you know. The Ecosystems culture is a critical element of who we are. Our purpose to make value clear, along with our core values, drives our work. We're building a passionate and talented team of people who are excited to live these beliefs every day.
We're joining the #CultureCode conversation to share what it's like to be a part of our team.
Slack's Ali Rayl on Scaling Support for User GrowthHeavybit
In this Heavybit Speaker Series Presentation, Ali Rayl talks about building Slack's Support Stack particularly after the company's exponential growth spikes. Ali Rayl is the Director of Quality and Support at Slack where she’s built the team to manage more than 5,000 corporate clients including Stripe, Rdio, Medium, Airbnb, Expedia and Buzzfeed. In the past she was the Director of QA at Songbird — an open-source cross platform music player built on Mozilla’s XULRunner and GStreamer.
Full Video available Here: http://www.heavybit.com/library/developer-operations/video/2014-09-16-ali-rayl
SaaS Marketing Plan: 5 Ways to Get your B2B App to Sell ItselfLincoln Murphy
Your B2B SaaS app will not sell itself unless it is designed to do so. This is a guide to getting your B2B SaaS to 'sell itself' was created by noted SaaS Marketing expert and Growth Hacker Lincoln Murphy of Sixteen Ventures.
This guide is full of actionable, unique, and thought-provoking ideas - Growth Hacks if you will - that are designed to allow your product to sell itself.
From attracting the right audience and driving user engagement, to making it easy to buy and easy to share through orchestrated virality, this guide covers all aspects of what's necessary to drive growth with SaaS companies of any stage and serving any market.
Whether you have a self-service sales model or one that requires outside sales reps to drive business, the tips and techniques contained in this guide and the source blog post will help you achieve your goals of efficiently scaling your sales process.
Ryan Reisert and Rex Biberston will teach you what to do when you’re not enabled, whether on a team or flying solo. It's all about enabling yourself with the right tools, technologies, and techniques. You'll walk away from this session with everything you need to do so. Get actionable steps to start taking your career into your own hands from two guys who have done just that in their own lives.
In this webinar, Matt Wilkinson of Bizink will show you how to create a “unique selling point” for your firm. Every successful business has a point of difference. In this webinar you’ll learn how to find and communicate yours.
*What you’ll Learn*
- How a “unique selling point” or USP is what will really grab your prospect’s attention
- A formula for creating your USP
- How to weave your USP into your marketing
How to Drive Growth with Customer Success MetricsGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Growth with Customer Success Metrics - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists Aaron Ross, author of Predictable Revenue, Jason Lemkin of Storm Ventures, Tomasz Tunguz of Redpoint Ventures, and Brian Stafford McKinsey.
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
Avoid Trapdoor Decisions: 5 Lessons Learned from Scaling Stripesaastr
Formerly a senior leader at Google, Claire Hughes Johnson is now Chief Operating Officer at Stripe, where she’s helped guide the online payments firm through rapid growth. Stripe today has more than 1,400 employees and processes billions of dollars for millions of users worldwide. Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations.
"Finding your Sweet Spot: The importance of Lead Qualification" by T. HeinkensTheFamily
Qualifying is all about gathering insights necessary to make a good judgment.
Should you sell to a given prospect? What is the best course of action to close a deal? Is this prospect a good fit for your offer? Is it a viable sales opportunity?
Only after you've qualified someone can you really know whether it's worth to invest your time and effort into trying to sell to this prospect.
During this 45 min. Workshop, Thibault will give you the 7 steps to efficiently qualify your leads and improve your sales startegy.
We believe that who you are is more important than what you know. The Ecosystems culture is a critical element of who we are. Our purpose to make value clear, along with our core values, drives our work. We're building a passionate and talented team of people who are excited to live these beliefs every day.
We're joining the #CultureCode conversation to share what it's like to be a part of our team.
Slack's Ali Rayl on Scaling Support for User GrowthHeavybit
In this Heavybit Speaker Series Presentation, Ali Rayl talks about building Slack's Support Stack particularly after the company's exponential growth spikes. Ali Rayl is the Director of Quality and Support at Slack where she’s built the team to manage more than 5,000 corporate clients including Stripe, Rdio, Medium, Airbnb, Expedia and Buzzfeed. In the past she was the Director of QA at Songbird — an open-source cross platform music player built on Mozilla’s XULRunner and GStreamer.
Full Video available Here: http://www.heavybit.com/library/developer-operations/video/2014-09-16-ali-rayl
SaaS Marketing Plan: 5 Ways to Get your B2B App to Sell ItselfLincoln Murphy
Your B2B SaaS app will not sell itself unless it is designed to do so. This is a guide to getting your B2B SaaS to 'sell itself' was created by noted SaaS Marketing expert and Growth Hacker Lincoln Murphy of Sixteen Ventures.
This guide is full of actionable, unique, and thought-provoking ideas - Growth Hacks if you will - that are designed to allow your product to sell itself.
From attracting the right audience and driving user engagement, to making it easy to buy and easy to share through orchestrated virality, this guide covers all aspects of what's necessary to drive growth with SaaS companies of any stage and serving any market.
Whether you have a self-service sales model or one that requires outside sales reps to drive business, the tips and techniques contained in this guide and the source blog post will help you achieve your goals of efficiently scaling your sales process.
Ryan Reisert and Rex Biberston will teach you what to do when you’re not enabled, whether on a team or flying solo. It's all about enabling yourself with the right tools, technologies, and techniques. You'll walk away from this session with everything you need to do so. Get actionable steps to start taking your career into your own hands from two guys who have done just that in their own lives.
In this webinar, Matt Wilkinson of Bizink will show you how to create a “unique selling point” for your firm. Every successful business has a point of difference. In this webinar you’ll learn how to find and communicate yours.
*What you’ll Learn*
- How a “unique selling point” or USP is what will really grab your prospect’s attention
- A formula for creating your USP
- How to weave your USP into your marketing
Bob London Master Class - Aligning voice of your customer with voice of your ...Chief Listening Officers
HOW TO GROW BY TEARING DOWN THE VENDOR-CUSTOMER WALL
A master class on aligning the voice of your customer with the voice of your company
In this two-part master class, "B2B marketing Jedi" (per Forbes.com) and customer discovery expert Bob London will deliver actionable tips for how to
Uncover your customers' Elevator Rant - what they're really saying when vendors aren't around; and
Craft an authentic, customer-first messaging strategy that will increase your marketing and sales traction.
Bob has conducted over 2,300 conversations with his clients' customers and used the resulting insights to develop their go-to-market messaging - as well as build a compelling Strategic Narrative that creates excitement and buy-in from employees, customers and investors alike.
Session I: Uncovering Your Customer's Elevator Rant
Bob's disruptive customer discovery questions that yield candid responses
How to frame conversations, ask questions and follow up
Tips on "listening between the lines" to maximize insights
Session II: (to follow) Crafting a Customer-First Messaging Strategy
Positioning your company in the marketplace
Developing a crisp, winning value proposition
Creating sales messages that start with the customer
These sessions are designed to give Founders, business owners and senior B2B executives - CEOs, CMOs, Chief Revenue Officers and Chief Customer Officers - immediate and actionable takeaways.
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.
Are you tired of the endless unreturned phone calls/emails and prospects who seem to disappear? In this webinar, you will learn high impact sales strategies for creating new opportunities. This webinar will teach you how to create the most perfect follow-up voice and email messages to speed up sales and win more business.
The book The Effortless Experience provides valuable insights into drivers of customer loyalty and disloyalty. The information is counter to what has traditionally been well-accepted practices in business. It's critical for Customer Success practitioners to understand the correlation between customer effort and loyalty in support of customer acquisition and retention goals.
How to Find Prospects and Generate Leads on LinkedInSalesScripter
LinkedIn is one of the best places to find prospects and generate leads. But what you don’t want to do is send invites to connect and then follow up with “product pushing” sales messages.
We have a different approach and we will take you step-by-step through it in our webinar recording “How to Find Prospects and Generate Leads on LinkedIn”. In this webinar, we will discuss:
– Using the LinkedIn search capabilities
– Building a good message
– Getting email addresses
– Reaching out
– Navigating organizations
– And more!
Sales And Marketing Alignment PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Sales And Marketing Alignment Powerpoint Presentation Slides. Our topic specific Sales And Marketing Alignment Powerpoint Presentation Slides presentation deck contains twentytwo slides to formulate the topic with a sound understanding. This PPT deck is what you can bank upon. With diverse and professional slides at your side, worry the least for a powerpack presentation. A range of editable and ready to use slides with all sorts of relevant charts and graphs, overviews, topics subtopics templates, and analysis templates makes it all the more worth. This deck displays creative and professional looking slides of all sorts. Whether you are a member of an assigned team or a designated official on the look out for impacting slides, it caters to every professional field.
This Book is related to affiliate marketing in which you will learn about what is affiliate marketing and there is a link in the book which I used personally for earning.
Similar to How to Create the Engine of Growth to get to Series A & Beyond (20)
Rory O’Driscoll - The war is over and the cloud won. What comes next?SaaStock
The COVID recession has not impacted the 20-year love affair investors have had with SaaS. But as the era of "SaaS for X" draws to a close, where are the next opportunities for today's cloud startups? Rory O’Driscoll, partner at Scale Venture Partners and early investor in SaaS pioneers like Box, Docusign, and Bill.com, takes a data-driven look at the evolution of the SaaS market then looks ahead to the next generation of enterprise software: the Intelligent Connected World.
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Andy Byrne - Your checklist for revenue confidenceSaaStock
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Tomasz Tunguz - 10 Learnings from Redpoint 2020 GTM SurveySaaStock
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Nathan Latka - Grow 2x during crisis: The secret to Customers, Cash, and Crea...SaaStock
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- Grow your customers even when you think you can't
- Get cash from places you didn't know you had access to
- Drive growth using tactics no one knew about 3 months ago
If you want up-to-the-minute, on-the-money insights alongside hard metrics; this is the session for you.
Meagen Eisenburg - Marketing in times of crisisSaaStock
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Henry Schuck - Hit Your Number: How ZoomInfo Developed a Winning (and Leading...SaaStock
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Personio is said to be one of Europe's next unicorns and received a Series C funding led by Accel in January and has the ambitious goal of becoming Europe's leading HR software for SMBs. As we all know, Covid-19 has turned the world upside down and has presented businesses with major, and unthinkable, challenges. Yet as many of us struggle to keep pace with the changing market, Hanno Renner, co-founder and CEO of HR software provider Personio, will share his insights on how he led his team in adapting their growth targets and current strategy to the new situation. We’ll dive into how – with the right team, products, and processes – you can continue to accelerate your growth in any situation, no matter the challenge.
David Skok - How to survive and thrive in the post COVID eraSaaStock
David will start at the very high level analyzing the huge forces that are disrupted the world, and then drop down to how they will cause a major shift in the world equivalent to going through the industrial revolution in a highly compressed timetable. He will look at how the new world is going to be different to the old world. He will then look at the macroeconomic impacts, and then drop down a level to look at the impact on the tech industry, and then drop down to look at the impact this will have on your SaaS business. He will discuss how, as a SaaS entrepreneur/CEO you want to take action to reposition your business for the new world. And finally he will give tactical advice on how to minimize churn and optimize bookings.
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Keith Casey - Transform the customer experience with a modern customer identi...SaaStock
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Connector Corner: Automate dynamic content and events by pushing a buttonDianaGray10
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Create a campaign using Mailchimp with merge tags/fields
Send an interactive Slack channel message (using buttons)
Have the message received by managers and peers along with a test email for review
But there’s more:
In a second workflow supporting the same use case, you’ll see:
Your campaign sent to target colleagues for approval
If the “Approve” button is clicked, a Jira/Zendesk ticket is created for the marketing design team
But—if the “Reject” button is pushed, colleagues will be alerted via Slack message
Join us to learn more about this new, human-in-the-loop capability, brought to you by Integration Service connectors.
And...
Speakers:
Akshay Agnihotri, Product Manager
Charlie Greenberg, Host
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Learn about:
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• Inflectra's AI Solutions: See demonstrations of Inflectra's cutting-edge AI tools like the ChatGPT plugin and Azure Open AI platform, designed to streamline your testing process.
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Slack (or Teams) Automation for Bonterra Impact Management (fka Social Soluti...Jeffrey Haguewood
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We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases.
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Interested in deploying notification automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
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This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
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Today, after several years of existence, an extremely active community and an ultra-dynamic ecosystem, Kubernetes has established itself as the de facto standard in container orchestration. Thanks to a wide range of managed services, it has never been so easy to set up a ready-to-use Kubernetes cluster.
However, this ease of use means that the subject of security in Kubernetes is often left for later, or even neglected. This exposes companies to significant risks.
In this talk, I'll show you step-by-step how to secure your Kubernetes cluster for greater peace of mind and reliability.
Generating a custom Ruby SDK for your web service or Rails API using Smithyg2nightmarescribd
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GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
Elevating Tactical DDD Patterns Through Object CalisthenicsDorra BARTAGUIZ
After immersing yourself in the blue book and its red counterpart, attending DDD-focused conferences, and applying tactical patterns, you're left with a crucial question: How do I ensure my design is effective? Tactical patterns within Domain-Driven Design (DDD) serve as guiding principles for creating clear and manageable domain models. However, achieving success with these patterns requires additional guidance. Interestingly, we've observed that a set of constraints initially designed for training purposes remarkably aligns with effective pattern implementation, offering a more ‘mechanical’ approach. Let's explore together how Object Calisthenics can elevate the design of your tactical DDD patterns, offering concrete help for those venturing into DDD for the first time!
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
8. OUTREACH - Email
8
• Well profiled prospect fit
• Highly personalised
• ‘Could not possibly be construed as a mass campaign’
• Stands out
• Subject Line maximises open without misleading
• Composition
• Short
• Compelling value prop
• Easy (and appropriate) call to action
• Think about social proof, must resonate
• Tell stories
• PS: Random personality filled proof of personalisation
• Personalised Cadences?
12. Subject Line: Go, Dan Tyre, go!
Hi Dan,
Thanks for sharing the article "3 Oddball Sales Motivational Tactics That Work" as a newly appointed
sales manager here at Refract, I wanted to give you some praise and say thanks, it's brilliant. When my
team hit the target this week, I'll be washing cars as a result!
As you rightly said " finding the thing that each individual will go the extra mile for. That’s powerful". I
couldn't agree more.
13. Subject Line: Go, Dan Tyre, go!
Hi Dan,
Thanks for sharing the article "3 Oddball Sales Motivational Tactics That Work" as a newly appointed
sales manager here at Refract, I wanted to give you some praise and say thanks, it's brilliant. When my
team hit the target this week, I'll be washing cars as a result!
As you rightly said " finding the thing that each individual will go the extra mile for. That’s powerful". I
couldn't agree more.
I wanted to get in touch and get your opinion on Refract. Rick Roberge from Unbound Growth described
Refract as the ‘Hubspot for Sales Coaching’ I'd love to see what you think.
We help global organizations like VMware, Oracle and SumTotal gain insights into the execution skills of
their team, provide them with the ability to pinpoint weaknesses and missed opportunities, drive
focused performance feedback and share moments of best practice - all without listening to a word of a
call.
14. Subject Line: Go, Dan Tyre, go!
Hi Dan,
Thanks for sharing the article "3 Oddball Sales Motivational Tactics That Work" as a newly appointed
sales manager here at Refract, I wanted to give you some praise and say thanks, it's brilliant. When my
team hit the target this week, I'll be washing cars as a result!
As you rightly said " finding the thing that each individual will go the extra mile for. That’s powerful". I
couldn't agree more. I wanted to get in touch and get your opinion on Refract, Rick Roberge from
Unbound Growth described Refract as the ‘Hubspot for Sales Coaching’ I'd love to see what you think.
We help global organizations like VMware, Oracle and SumTotal gain insights into the execution skills of
their team, provide them with the ability to pinpoint weaknesses and missed opportunities, drive
focused performance feedback and share moments of best practice - all without listening to a word of a
call.
I'd love to share how we can help you increase rep productivity and quota attainment of the HubSpot
team, do you have 10 minutes for a call on Thursday or Friday?
Best,
Stuart
15. Subject Line: Go, Dan Tyre, go!
Hi Dan,
Thanks for sharing the article "3 Oddball Sales Motivational Tactics That Work" as a newly appointed
sales manager here at Refract, I wanted to give you some praise and say thanks, it's brilliant. When my
team hit the target this week, I'll be washing cars as a result!
As you rightly said " finding the thing that each individual will go the extra mile for. That’s powerful". I
couldn't agree more. I wanted to get in touch and get your opinion on Refract, Rick Roberge from
Unbound Growth described Refract as the ‘Hubspot for Sales Coaching’ I'd love to see what you think.
We help global organizations like VMware, Oracle and SumTotal gain insights into the execution skills of
their team, provide them with the ability to pinpoint weaknesses and missed opportunities, drive
focused performance feedback and share moments of best practice - all without listening to a word of a
call.
I'd love to share how we can help you increase rep productivity and quota attainment of the HubSpot
team, do you have 10 minutes for a call on Thursday or Friday?
Best,
Stuart
PS - You owe me a breakfast sandwich!
16. ---------- Forwarded message ----------
From: Dan Tyre <dtyre@hubspot.com>
Date: Thu, Aug 24, 2017 at 12:41 AM
Subject: RE: Go, Dan Tyre, go! > YES I DO
To: Stuart Taylor <stuart@refract.tv>
Cc: Aja Frost <afrost@hubspot.com>
Oh baby, Stewart
What a great email
Referenced one of my blog articles
Told a story
Small ask at the end – you are a #inboundsales LION
Go ahead and book some time:
https://app.hubspot.com/meetings/dtyre/dan-tyre-conference-call-
Dan
Dan Tyre
Executive VP of Sales
18. Subject: I love chaos too
Hi Sheevaun,
As you rightly said, "optimizing sales productivity should be one of the most important aspects for a business
to focus on." And I totally agree that "the efficiency, effectiveness, and productivity of the sales force has a
direct and significant impact on revenue."
But it was your tweet: "Experience isn't an elevator, you have to take the stairs" that made me start typing. I
wanted to introduce a couple of ideas how we can provide the escalator that helps your less experienced
reps and new hires get to the top floor quicker; by having on demand access to best practice examples from
top performers, all integrated with Ring Central.
19. Subject: I love chaos too
Hi Sheevaun,
As you rightly said, "optimizing sales productivity should be one of the most important aspects for a business
to focus on." And I totally agree that "the efficiency, effectiveness, and productivity of the sales force has a
direct and significant impact on revenue."
But it was your tweet: "Experience isn't an elevator, you have to take the stairs" that made me start typing. I
wanted to introduce a couple of ideas how we can provide the escalator that helps your less experienced
reps and new hires get to the top floor quicker; by having on demand access to best practice examples from
top performers, all integrated with Ring Central.
We are working with the VP of Sales Enablement at VMware who uses Refract to gain greater insights into
call/demo skills of her reps- we provide her with the ability to pinpoint weaknesses and drive focused
feedback, analyzing a 60 minute call or demo in minutes, allowing managers to coach more without any
greater investment in time.
20. Subject: I love chaos too
Hi Sheevaun,
As you rightly said, "optimizing sales productivity should be one of the most important aspects for a business
to focus on." And I totally agree that "the efficiency, effectiveness, and productivity of the sales force has a
direct and significant impact on revenue."
But it was your tweet: "Experience isn't an elevator, you have to take the stairs" that made me start typing. I
wanted to introduce a couple of ideas how we can provide the escalator that helps your less experienced
reps and new hires get to the top floor quicker; by having on demand access to best practice examples from
top performers, all integrated with Ring Central.
We are working with the VP of Sales Enablement at VMware who uses Refract to gain greater insights into
call/demo skills of her reps- we provide her with the ability to pinpoint weaknesses and drive focused
feedback, analyzing a 60 minute call or demo in minutes, allowing managers to coach more without any
greater investment in time.
Given your passion for arming your organization’s sales force with access to the insights, experts, and data
that will ultimately increase revenue, I believe you could get spectacular results with this tech Sheevaun.
Can I give you a call on +1-650-278-5546 next Monday or Tuesday at 9am to discuss?
Thanks,
Mark
21. Subject: I love chaos too
Hi Sheevaun,
As you rightly said, "optimizing sales productivity should be one of the most important aspects for a business
to focus on." And I totally agree that "the efficiency, effectiveness, and productivity of the sales force has a
direct and significant impact on revenue."
But it was your tweet: "Experience isn't an elevator, you have to take the stairs" that made me start typing. I
wanted to introduce a couple of ideas how we can provide the escalator that helps your less experienced
reps and new hires get to the top floor quicker; by having on demand access to best practice examples from
top performers, all integrated with Ring Central.
We are working with the VP of Sales Enablement at VMware who uses Refract to gain greater insights into
call/demo skills of her reps- we provide her with the ability to pinpoint weaknesses and drive focused
feedback, analyzing a 60 minute call or demo in minutes, allowing managers to coach more without any
greater investment in time.
Given your passion for arming your organization’s sales force with access to the insights, experts, and data
that will ultimately increase revenue, I believe you could get spectacular results with this tech Sheevaun.
Can I give you a call on +1-650-278-5546 next Monday or Tuesday at 9am to discuss?
Thanks,
Mark
PS – I see the Warriors schedule has just been released. Hope Steph and the boys can rule again!
22. ---------- Forwarded message ----------
From: Sheevaun Thatcher <sheevaun.thatcher@ringcentral.com>
Date: Wed, Sep 6, 2017 at 4:23 PM
Subject: Re: I love chaos too
To: Mark <stuart@refract.tv>
Mark, I'm traveling through the end of next week however reach out the week of Sept 18.
Btw, this is one of the most compelling prospecting emails I have received in years. I teach BDRs how to
personalize emails and I've forwarded this one as an excellent example of how to accomplish this. Well
done Mark.
23. OUTREACH - Email
23
• Well profiled prospect fit
• Highly personalised
• ‘Could not possibly be construed as a mass campaign’
• Stands out
• Subject Line maximises open without misleading
• Composition
• Short
• Compelling value prop
• Easy (and appropriate) call to action
• Think about social proof, must resonate
• Tell stories
• PS: Random personality filled proof of personalisation
• Personalised Cadences?
$1m ARR Unlocks the keys to the kingdom
$80k MRR
80k/ACV = number of clients
Target clients per month = Time to $1m
Easy, right – Predictable Revenue (SaaS Sales is an executable playbook right)
Outreach Playbook
Demo and Closing Playbook
Scale
Live happily ever after
Journey for the 3rd time, 1 as VP of Sales and 2 x Founder
Each journey is very unique – so many variables and nuances – product, category, target market, decision makers, pricing, funding, competitors, sales cycles, trials/pilots/freemium, av order value, added value services, exposure to legals, procurement
What works isn’t the same – Personalized implementation of a framework
Variable Predictable Revenue or A million shades of grey may not have sold as many books
Prospect fit -
Stands out – 100’s of emails
Use shitty generic emails to your advantage to get stand outunusual words, personality, conversation
Cadences – ‘Doesn’t it take 8 points of contact to create an opportunity’. Trap is unpersonalised cadences but not time/ROI to right entire personalised cadences. Yesware/Boomerang copies the original too.15-20 a day
2 discovery calls a day/10 a week
Prospect fit -
Stands out – 100’s of emails
Use shitty generic emails to your advantage to get stand outunusual words, personality, conversation
Cadences – ‘Doesn’t it take 8 points of contact to create an opportunity’. Trap is unpersonalised cadences but not time/ROI to right entire personalised cadences. Yesware/Boomerang copies the original too.15-20 a day
2 discovery calls a day/10 a week
Subject Line - His motivational line he uses with reps
Personalisation – connection
Reason for a fit?
The ask
The PS:
Subject Line - His motivational line he uses with reps
Personalisation – connection
Reason for a fit?
The ask
The PS:
Subject Line - His motivational line he uses with reps
Personalisation – connection
Reason for a fit?
The ask
The PS:
Subject Line - His motivational line he uses with reps
Personalisation – connection
Reason for a fit?
The ask
The PS:
Subject Line - His motivational line he uses with reps
Personalisation – connection
Reason for a fit?
The ask
The PS:
Cold calling is not dead
Same principles of personalisation
Demonstrate excitement at fit
Before 9 and after 5
Direct Dials
Use VM as a free advert
All supported with social activity to create familiarisation
Direct dials – US, Zoom Info, change the last digit
8 attempts before a response (check no)ROI Higher
20% of effort – 40% of results
Better discovery (or straight to demo)
Prospect fit -
Stands out – 100’s of emails
Use shitty generic emails to your advantage to get stand outunusual words, personality, conversation
Cadences – ‘Doesn’t it take 8 points of contact to create an opportunity’. Trap is unpersonalised cadences but not time/ROI to right entire personalised cadences. Yesware/Boomerang copies the original too.15-20 a day
2 discovery calls a day/10 a week
Cold calling is not dead
Same principles of personalisation
Demonstrate excitement at fit
Before 9 and after 5
Direct Dials
Use VM as a free advert
All supported with social activity to create familiarisation
Direct dials – US, Zoom Info, change the last digit
8 attempts before a response (check no)ROI Higher
20% of effort – 40% of results
Better discovery (or straight to demo)
Qualification can seem like an inquisition – asking questions you could find out, no value to prospect, nothing to engage or excite prospect. Don’t make the prospect defensive
Go deep - Create sufficient and quantifiable pain/value for future parts cycle (stakeholders/negotiation) – these are your acorns for the winter
(or triggers for demo) ‘you mentioned that x was an issue, what’s that stop you achieving’
Pre-empting objections
Give
Examples
Pick questions – dial must move proprtionately to time
15 mins discover, 5 mins of being late/pleasantries
Each question could be easy 2 mins+, will this move the dial 20%+
Deals are sunk with discovery mistakes – even if your prospect is mega excited
Story ‘This is the best thing I have ever seen’ – over enthusiasm, happy ears
6.8 people involved in a B2B sale on average
‘Who else cares about …..<this problem/tangible benefit>?’
Who is the REAL decision maker?
Qualification can seem like an inquisition – asking questions you could find out, no value to prospect, nothing to engage or excite prospect. Don’t make the prospect defensive
Go deep - Create sufficient and quantifiable pain/value for future parts cycle (stakeholders/negotiation) – these are your acorns for the winter
(or triggers for demo) ‘you mentioned that x was an issue, what’s that stop you achieving’
Pre-empting objections
Give
Examples
Pick questions – dial must move proprtionately to time
15 mins discover, 5 mins of being late/pleasantries
Each question could be easy 2 mins+, will this move the dial 20%+
Deals are sunk with discovery mistakes – even if your prospect is mega excited
Story ‘This is the best thing I have ever seen’ – over enthusiasm, happy ears
6.8 people involved in a B2B sale on average
‘Who else cares about …..<this problem/tangible benefit>?’
Who is the REAL decision maker?
Qualification can seem like an inquisition – asking questions you could find out, no value to prospect, nothing to engage or excite prospect. Don’t make the prospect defensive
Go deep - Create sufficient and quantifiable pain/value for future parts cycle (stakeholders/negotiation) – these are your acorns for the winter
(or triggers for demo) ‘you mentioned that x was an issue, what’s that stop you achieving’
Pre-empting objections
Give
Examples
Pick questions – dial must move proprtionately to time
15 mins discover, 5 mins of being late/pleasantries
Each question could be easy 2 mins+, will this move the dial 20%+
Deals are sunk with discovery mistakes – even if your prospect is mega excited
Story ‘This is the best thing I have ever seen’ – over enthusiasm, happy ears
6.8 people involved in a B2B sale on average
‘Who else cares about …..<this problem/tangible benefit>?’
Who is the REAL decision maker?
Qualification can seem like an inquisition – asking questions you could find out, no value to prospect, nothing to engage or excite prospect. Don’t make the prospect defensive
Go deep - Create sufficient and quantifiable pain/value for future parts cycle (stakeholders/negotiation) – these are your acorns for the winter
(or triggers for demo) ‘you mentioned that x was an issue, what’s that stop you achieving’
Pre-empting objections
Give
Examples
Pick questions – dial must move proprtionately to time
15 mins discover, 5 mins of being late/pleasantries
Each question could be easy 2 mins+, will this move the dial 20%+
Deals are sunk with discovery mistakes – even if your prospect is mega excited
Story ‘This is the best thing I have ever seen’ – over enthusiasm, happy ears
6.8 people involved in a B2B sale on average
‘Who else cares about …..<this problem/tangible benefit>?’
Who is the REAL decision maker?
Qualification can seem like an inquisition – asking questions you could find out, no value to prospect, nothing to engage or excite prospect. Don’t make the prospect defensive
Go deep - Create sufficient and quantifiable pain/value for future parts cycle (stakeholders/negotiation) – these are your acorns for the winter
(or triggers for demo) ‘you mentioned that x was an issue, what’s that stop you achieving’
Pre-empting objections
Give
Examples
Pick questions – dial must move proprtionately to time
15 mins discover, 5 mins of being late/pleasantries
Each question could be easy 2 mins+, will this move the dial 20%+
Deals are sunk with discovery mistakes – even if your prospect is mega excited
Story ‘This is the best thing I have ever seen’ – over enthusiasm, happy ears
6.8 people involved in a B2B sale on average
‘Who else cares about …..<this problem/tangible benefit>?’
Who is the REAL decision maker?
Qualification can seem like an inquisition – asking questions you could find out, no value to prospect, nothing to engage or excite prospect. Don’t make the prospect defensive
Go deep - Create sufficient and quantifiable pain/value for future parts cycle (stakeholders/negotiation) – these are your acorns for the winter
(or triggers for demo) ‘you mentioned that x was an issue, what’s that stop you achieving’
Pre-empting objections
Give
Examples
Pick questions – dial must move proprtionately to time
15 mins discover, 5 mins of being late/pleasantries
Each question could be easy 2 mins+, will this move the dial 20%+
Deals are sunk with discovery mistakes – even if your prospect is mega excited
Story ‘This is the best thing I have ever seen’ – over enthusiasm, happy ears
6.8 people involved in a B2B sale on average
‘Who else cares about …..<this problem/tangible benefit>?’
Who is the REAL decision maker?
Qualification can seem like an inquisition – asking questions you could find out, no value to prospect, nothing to engage or excite prospect. Don’t make the prospect defensive
Go deep - Create sufficient and quantifiable pain/value for future parts cycle (stakeholders/negotiation) – these are your acorns for the winter
(or triggers for demo) ‘you mentioned that x was an issue, what’s that stop you achieving’
Pre-empting objections
Give
Examples
Pick questions – dial must move proprtionately to time
15 mins discover, 5 mins of being late/pleasantries
Each question could be easy 2 mins+, will this move the dial 20%+
Deals are sunk with discovery mistakes – even if your prospect is mega excited
Story ‘This is the best thing I have ever seen’ – over enthusiasm, happy ears
6.8 people involved in a B2B sale on average
‘Who else cares about …..<this problem/tangible benefit>?’
Who is the REAL decision maker?
Start with the money shot
- don’t ‘save the best till last’
Distratcted/loss of engagement or excitement, exhausted
Time runs out for one or more
‘Peter Cohen’s quote’
Not a feature dump
Not a ‘harbour tour’ a trip to Ikea – 30 mins and you can’t get off
‘I don’t think this feature is very useful for you guys but just to show you….’ What – where the needle moving?
Personalised, relate to discovery value/pain
Not an all you can eat buffet
Goal – not a linear presentation
Personalised – value/pain, interest, role, objectives, time, stakeholders
Start with the money shot
- don’t ‘save the best till last’
Distratcted/loss of engagement or excitement, exhausted
Time runs out for one or more
‘Peter Cohen’s quote’
Not a feature dump
Not a ‘harbour tour’ a trip to Ikea – 30 mins and you can’t get off
‘I don’t think this feature is very useful for you guys but just to show you….’ What – where the needle moving?
Personalised, relate to discovery value/pain
Not an all you can eat buffet
Goal – not a linear presentation
Personalised – value/pain, interest, role, objectives, time, stakeholders
Start with the money shot
- don’t ‘save the best till last’
Distratcted/loss of engagement or excitement, exhausted
Time runs out for one or more
‘Peter Cohen’s quote’
Not a feature dump
Not a ‘harbour tour’ a trip to Ikea – 30 mins and you can’t get off
‘I don’t think this feature is very useful for you guys but just to show you….’ What – where the needle moving?
Personalised, relate to discovery value/pain
Not an all you can eat buffet
Goal – not a linear presentation
Personalised – value/pain, interest, role, objectives, time, stakeholders
Start with the money shot
- don’t ‘save the best till last’
Distratcted/loss of engagement or excitement, exhausted
Time runs out for one or more
‘Peter Cohen’s quote’
Not a feature dump
Not a ‘harbour tour’ a trip to Ikea – 30 mins and you can’t get off
‘I don’t think this feature is very useful for you guys but just to show you….’ What – where the needle moving?
Personalised, relate to discovery value/pain
Not an all you can eat buffet
Goal – not a linear presentation
Personalised – value/pain, interest, role, objectives, time, stakeholders