Learn how to automate your business and get more clients without working more hours! If you feel like you’re constantly busy and want to be more productive by working less and getting more done, this is for you! Hear how you can accomplish more by being laser focused on the right things, say ‘no’ to work that won’t create real value for your company, implement simple systems that improve, not stifle, your creativity, and leverage your time, energy, and resources so you get more done in less time!
Palestra TDC POA - Seus clientes estão abandonando o seu produto? Aprenda com...Gustavo Mendes
Palestra TDC POA - Trilha Gestão de Produto
Link: http://www.thedevelopersconference.com.br/tdc/2017/portoalegre/trilha-gestao-de-produto
A aquisição de um novo cliente custa de 5 a 10 vezes mais do que reter um cliente atual e um aumento em 5% de retenção pode refletir em ganhos de 25% até 95% no lucro da empresa.
Se retenção é algo tão importante, por que as empresas dedicam pouco investimento e tem muitas dificuldades em mudar seus números de retenção?
Atualmente, Churn Rate é a métrica mais famosa para retenção e tem uma correlação muito grande com 'growth' e lucro, porém ela nos diz pouco sobre qual é a deficiência de retenção do produto.
Para entender melhor, é necessário aprofundar o conhecimento, entender como funciona o ciclo de retenção e implementar táticas, no produto, que irão abrangir todas as fases.
Growth Hackers Dublin 6th event on November 3rd. Learn actionable growth hacking and marketing tips to implement into your business the next day. Speakers included Alan O'Rouke, Justin Mares and Jules Coleman of Hassle.com.
For Alan O'Rouke's slides: http://www.slideshare.net/AlexandraSashaBlumen/growth-hackers-dublin-6-alan-orourke-slides-2-of-2
How to sack a difficult client - and end up better offMetis
Sometimes you just have to move on. Here's how to do it.
Tricky clients are usually just a tiny proportion of the clients a consultancy attracts, but their influence can be significant. They can take up a lot of management time, make your team unhappy, require constant rework which delays projects and ruins margins, and cause reputational damage within the client and even possibly wider. Here's how to get the best outcome from a split-up.
Learn how to automate your business and get more clients without working more hours! If you feel like you’re constantly busy and want to be more productive by working less and getting more done, this is for you! Hear how you can accomplish more by being laser focused on the right things, say ‘no’ to work that won’t create real value for your company, implement simple systems that improve, not stifle, your creativity, and leverage your time, energy, and resources so you get more done in less time!
Palestra TDC POA - Seus clientes estão abandonando o seu produto? Aprenda com...Gustavo Mendes
Palestra TDC POA - Trilha Gestão de Produto
Link: http://www.thedevelopersconference.com.br/tdc/2017/portoalegre/trilha-gestao-de-produto
A aquisição de um novo cliente custa de 5 a 10 vezes mais do que reter um cliente atual e um aumento em 5% de retenção pode refletir em ganhos de 25% até 95% no lucro da empresa.
Se retenção é algo tão importante, por que as empresas dedicam pouco investimento e tem muitas dificuldades em mudar seus números de retenção?
Atualmente, Churn Rate é a métrica mais famosa para retenção e tem uma correlação muito grande com 'growth' e lucro, porém ela nos diz pouco sobre qual é a deficiência de retenção do produto.
Para entender melhor, é necessário aprofundar o conhecimento, entender como funciona o ciclo de retenção e implementar táticas, no produto, que irão abrangir todas as fases.
Growth Hackers Dublin 6th event on November 3rd. Learn actionable growth hacking and marketing tips to implement into your business the next day. Speakers included Alan O'Rouke, Justin Mares and Jules Coleman of Hassle.com.
For Alan O'Rouke's slides: http://www.slideshare.net/AlexandraSashaBlumen/growth-hackers-dublin-6-alan-orourke-slides-2-of-2
How to sack a difficult client - and end up better offMetis
Sometimes you just have to move on. Here's how to do it.
Tricky clients are usually just a tiny proportion of the clients a consultancy attracts, but their influence can be significant. They can take up a lot of management time, make your team unhappy, require constant rework which delays projects and ruins margins, and cause reputational damage within the client and even possibly wider. Here's how to get the best outcome from a split-up.
3 steps to recovering your abandoned cartscloud.IQ
Not only is Abandoned Shopping Cart recovery an art but happily 85% of abandoners are open to receiving cart reminders. In fact, 35% of shoppers who abandon carts actively welcome receiving these emails.
Join Kath Pay of Plan to Engage & abandonment expert, James Critchley of cloud.IQ and not only find out why this is a fantastic opportunity to increase your revenue but also what you can do to increase your conversions and revenue.
Being a Disrupter in a Disrupter - Jonathon CreeauneAtlassian
In a fast-moving organization, it can be challenging to introduce new product ideas that may disrupt the current flow of development. In this talk we’ll provide insight into what succeeded and what failed in gaining traction for new ideas which ultimately landed on Atlassian product roadmaps.
Devy Pranowo is a Product Owner at Tokopedia, one of Indonesia’s biggest online marketplace that provides a customer to customer (C2C) retail by providing a platform for individual entrepreneurs and small/medium businesses to open online store.
This slide was shared on Srikandev Meetup #1 - Build a Great Product & Experiences That People Love.
Is networking not yielding what you expect it to? Perhaps it's your approach. Watch this presentation to learn strategies and tactics to improve your networking results.
#Webinar Groupe.io - Determining the ROI of investing in an internal communic...Yashodeep Sengupta
Discover the ways to gain true business value by investing in an #internalcomms strategy. These slides are from a webinar organized by www.groupe.io and presented by Internal communications experts Jason Anthoine and Elisabeth Wang. The rich insights help you determine your ROI in an internal communications strategy and platform.
Why UX experts should show humility & (a/b) testKyle Newsam
Sometimes, data and usability testing gives you false confidence. You have to understand that no matter how good you are, you don't have all of the answers.
A/b testingand conversion rate optimization is just one way to add objectivity to your projects and serve up solutions that work.
Steal from the Startups: Entrepreneur Style Growth Tactics for Big Brands by ...Search Engine Journal
Steal from the Startups: Entrepreneur Style Growth Tactics for Big Brands
By Kevin Henrikson Partner Group Engineering Manager, Microsoft
Accelerated growth and agile marketing tactics aren't just for startups. Kevin will review examples and how-tos on startup techniques that he's deployed successfully with enterprise level marketing teams, focusing on funnel improvement and paid advertising.
3 keys to improving your customers checkout experience slidesharecloud.IQ
How often have you abandoned a checkout due to a confusing and difficult experience?
Unfortunately this is more common than it should be. Join Kath Pay of Plan to Engage and James Critchley of cloud.IQ, where we will focus on 3 keys to leverage in order to prevent abandonment of the shopping cart process.
3 steps to recovering your abandoned cartscloud.IQ
Not only is Abandoned Shopping Cart recovery an art but happily 85% of abandoners are open to receiving cart reminders. In fact, 35% of shoppers who abandon carts actively welcome receiving these emails.
Join Kath Pay of Plan to Engage & abandonment expert, James Critchley of cloud.IQ and not only find out why this is a fantastic opportunity to increase your revenue but also what you can do to increase your conversions and revenue.
Being a Disrupter in a Disrupter - Jonathon CreeauneAtlassian
In a fast-moving organization, it can be challenging to introduce new product ideas that may disrupt the current flow of development. In this talk we’ll provide insight into what succeeded and what failed in gaining traction for new ideas which ultimately landed on Atlassian product roadmaps.
Devy Pranowo is a Product Owner at Tokopedia, one of Indonesia’s biggest online marketplace that provides a customer to customer (C2C) retail by providing a platform for individual entrepreneurs and small/medium businesses to open online store.
This slide was shared on Srikandev Meetup #1 - Build a Great Product & Experiences That People Love.
Is networking not yielding what you expect it to? Perhaps it's your approach. Watch this presentation to learn strategies and tactics to improve your networking results.
#Webinar Groupe.io - Determining the ROI of investing in an internal communic...Yashodeep Sengupta
Discover the ways to gain true business value by investing in an #internalcomms strategy. These slides are from a webinar organized by www.groupe.io and presented by Internal communications experts Jason Anthoine and Elisabeth Wang. The rich insights help you determine your ROI in an internal communications strategy and platform.
Why UX experts should show humility & (a/b) testKyle Newsam
Sometimes, data and usability testing gives you false confidence. You have to understand that no matter how good you are, you don't have all of the answers.
A/b testingand conversion rate optimization is just one way to add objectivity to your projects and serve up solutions that work.
Steal from the Startups: Entrepreneur Style Growth Tactics for Big Brands by ...Search Engine Journal
Steal from the Startups: Entrepreneur Style Growth Tactics for Big Brands
By Kevin Henrikson Partner Group Engineering Manager, Microsoft
Accelerated growth and agile marketing tactics aren't just for startups. Kevin will review examples and how-tos on startup techniques that he's deployed successfully with enterprise level marketing teams, focusing on funnel improvement and paid advertising.
3 keys to improving your customers checkout experience slidesharecloud.IQ
How often have you abandoned a checkout due to a confusing and difficult experience?
Unfortunately this is more common than it should be. Join Kath Pay of Plan to Engage and James Critchley of cloud.IQ, where we will focus on 3 keys to leverage in order to prevent abandonment of the shopping cart process.
It often takes more than one attempt to connect, qualify the lead, and turn it into a sales qualified opportunity. The best way to stay persistent is to set up a drip campaign that makes it easy for someone to agree to a call or meeting as soon as possible.
Four out of five B2B decision makers start the buying process via a referral. Take advantage of this reality by automating a follow-up drip when your team closes a new customer.
7 Habits of Highly Effective Executive BriefingsKelley Henry
As an enterprise technology venture capital fund in New York City, Work-Bench has worked with hundreds of early stage go-to-market enterprise startups to accelerate their Fortune 1000 customer acquisitions.
Executive Briefings are a valuable tool for the startups in our community to meet and connect with Fortune 1000 enterprise buyers. For enterprises, it’s a chance to evaluate relevant emerging startups that address new opportunities or solve pain points. For startups, these briefings are a foot in the door with a potential customer through a trusted partner who can help elevate you beyond the noise.
After hosting more than 150 executive briefings with enterprise technology buyers and observing thousands of startup pitches, we’ve noticed key patterns from many of our portfolio companies that lead to successful meetings, follow-up conversations, and in the best case, POCs and pilots. We created a playbook, 7 Habits of Highly Effective Executive Briefings, to serve as a guide to own the room and land your next enterprise customer.
7 Habits of Highly Effective Executive BriefingsKelley Henry
As an enterprise technology venture capital fund in New York City, Work-Bench has worked with hundreds of early stage go-to-market enterprise startups to accelerate their Fortune 1000 customer acquisitions.
Executive Briefings are a valuable tool for the startups in our community to meet and connect with Fortune 1000 enterprise buyers. For enterprises, it’s a chance to evaluate relevant emerging startups that address new opportunities or solve pain points. For startups, these briefings are a foot in the door with a potential customer through a trusted partner who can help elevate you beyond the noise.
After hosting more than 150 executive briefings with enterprise technology buyers and observing thousands of startup pitches, we’ve noticed key patterns from many of our portfolio companies that lead to successful meetings, follow-up conversations, and in the best case, POCs and pilots. We created a playbook, 7 Habits of Highly Effective Executive Briefings, to serve as a guide to own the room and land your next enterprise customer.
Increase conversion by Andy CrestodinaAnton Shulke
we examine top mistakes made by web-pros when designing client websites, which factors hurt conversion, and what you can do to get better results.
Dive into visitor psychology, ideas that can significantly impact engagement, and watch Andy review sites submitted in real-time, based on his wealth of experience in content and design.
Desktop Vs Cloud ? It's no longer a choice! How to win with both.Matthew Smith
This is "Desktop Vs Cloud ? It's no longer a choice! How to win with both." by reiwise on Vimeo, the home for high quality videos and the people who...
Unlike the past where technology innovation was the primary driver of startup creation, in the last ten years, it has frequently been innovation in new business models that has caused the disruption to create the opening for new companies. This presentation by David Skok of Matrix Partners looks in depth at the key business model changes that are causing disruption in the B2B space.
With the availability of a large number of new capabilities and increasing number of add-ons being built for Confluence Connect, now is the time to build Confluence add-ons and take advantage of the unfulfilled use cases in the Cloud. We've added APIs and enhanced macros however we've also introduced two new types of add-ons: Custom content and theming. We'll cover each of these with the building blocks you'll need and examples of how to use them. We'll also show you how to integrate these types of add-ons with Confluence features to provide a great experience for users.
See a live recording of this presentation here: https://youtu.be/7xhaNHhbE5k
The presentation was a part of group study session with my friends when we decided to teach each other new concepts that we were learning at the time. The presentation was about Business Metrics. It contains information on Business Metrics, Types of Business, Types of Metrics, and how we can choose the right metrics for businesses.
1. Sales for
Startups
Matthew Bellows
matthew@yesware.com
2. Yesware Helps Salespeople Close Deals
Current Tools Don’t Help Much
Manual Data Entry into CRM
CRM Data Late & Inaccurate
Poor Reporting to Management
Little Collaboration with Team
3. Starting with Email, Big Product Vision
Closing More Deals
Minimizing Data Entry into CRM
Real Time, Accurate Data
Reporting Activities Not Opinions
Sharing What Works with Team
So you just finished telling me about why you all came here to talk about sales. Wait. You, with your whole future ahead of you, want to do SALES? You want to be this guy?
When Daniel Pink asked 7,000 people about what words they most closely associated with salespeople, here are the answers he got! You really want to be yucky?
I think we all have a sense that the role and professional life of a salesperson is changing. This image is from an Inc article I wrote called “The Art of Convincing Is Dead” Salespeople are no longer the gatekeepers to the information that their customers need. Salespeople are facing more knowledgeable buyers who have frequently already narrowed their purchase decisions significantly. This dynamic makes just getting in front of decision makers even harder than before. But it also makes closing a deal more difficult because in some cases, the buyer knows more about your competition that you do! To overcome this challenge, salespeople have to be more helpful, more insightful and more consultative than before. We have to have to respond instantly to interest, and we have to work harder at building long term relationships, because genuine trust can’t be commoditized. That’s the first big trend in the sales profession. The information asymmetry that salespeople used to leverage is gone or fading fast. We have to adapt or survive.
The second big trend is the variety of channels through which products can be sold. At a very high level, to build a real company, Cost of Customer Acquisition HAS TO be less than the Lifetime Value of the Customer. And for almost all of you, the cost of salespeople is going to be a big component of your CAC. The inexorable trend for sales is away from big contract salespeople who get on airplanes to pitch, visit, demo, etc. There are plenty of good companies that can succeed with a high-cost enterprise sales team: Netezza (IPO-ed in 2007) with an average initial deal size of around $1m Aruba (IPO-ed in 2007), sold wireless infrastructure to enterprises. High LTV per customer. Airvana (IPO-ed in 2007), sold infrastructure to wireless carriers for 3G data services. Very high LTV per customer. But before you get into it, or as you are considering what company to take a job for, figure out the sales strategy. Are you going to have a sales team? Do you need one? How much will your product cost? Who are you going to sell to? How many customers are there? What are they like? How hard is it to sell? How much value is there? What pain does it solve? How desperate are the buyers to have your product?
So now that we know why we’re doing sales, and have a sense for how to do it – serving the customer instead of convincing them, let’s talk about your first day on the job. Who here has sold something? What did you sell? How did it feel? The first thing you have to do is focus. Identify your initial customers. Get to know them as much as you possibly can. The number you’ll start with depends largely on what kind of company you are working at or starting. The higher the price point, the fewer the customers. But no matter how many calls you have to make each day, the person who spends a little more time getting to know their prospect will inevitably do better. Sometimes in the middle of the day it’s hard to remember that there actually is a person on the other end of the line or the email… a human being with a past, with parents, with a whole huge life outside of yours. Forgetting about that makes your job much much harder. People call me all the time, and the most immediate turn off is when they ask me “Tell me a little bit about your business” or similar questions. You are calling ME! All the information you could possibly want and more is out on the web! You can piece together most of my professional life from one publicaly available webpage! Why would I spend 30 minutes talking with you if you can’t be bothered to spend 5 minutes getting ready for the conversation? So please, even if you have to make 100 calls a day. Look up something about the person you are calling first. At the very least so you remember that they are a person.
Cold calling is your friend. This slide isn’t missing an image. It’s just really cold there. It’s snowing. There is no single better way to hone your pitch than cold calling. Don’t be that LinkedIn spammer who always needs introductions. The basic points of the cold call are… ? Anyone? Opening Earning Credibility The Ask Closing Who has ever cold called someone before? Do 10 cold calls a day to companies outside your target list. You’ll be ready when the boss of your top target picks up the phone. Could I have a volunteer? Ok thanks. Do you want to be the cold caller or the prospect? Ok let’s go. What worked about this? (if we have enough time) Ok, please pair up and try this yourselves. The other part about cold calling or emailing is that it’s a proxy for effort. In sales (as in most of life), the person who works harder does better. “50 calls before your second cup of coffee” is a famous sales axiom. You absolutely have to grind it out. And if you don’t want to work hard, you aren’t going to be a good salesperson.
Finding a Champion Signing any customer requires that you find an employee who loves what you do. You don’t have an opportunity until you find that person. Seek Personality Fit – The most important characteristic of your champion is personality fit. If you two were stuck in a jail cell, who would kill whom? Or could you team up to escape? Your champion is going to risk a lot for you. They are trusting you with their career. Qualify Constantly – Don’t waste time on small deals, one-offs, partnerships, business development, anything strategic, outside-the-box or “win-win”. Relentlessly go after the biggest companies that can pay you this year. If they move slowly, move on. Time is your enemy. Don’t Push – Desperation gives off a stench that repels big companies. When you feel them hesitate, be the first one to say “I’m not sure you guys are ready for this. Let me come back when we have made more progress.” They will always remember you. Can someone tell me about their process of finding a champion? How did it go? What worked? What didn’t work? Converting Darth Vader into the cause of light and goodness. When you identify your enemy, go right at them. Ignoring them does no good. Hear their objections. Respond in time – no rush. Prove over the course of many conversations that you are someone they can work with, can trust. If you can turn someone from darkness into light, you earn yourself a powerful ally.
Failing to Close The Second Best Answer is a Quick No – It hurts. It stings. There’s nothing good about getting rejected on a deal except the fact that it didn’t take too long to get rejected on a deal. There’s precious little you can do to push the string towards a decision. But you can respect the folks who decide quickly, and make a note to come back to them after a while. Two things you can do: 1. Figure Out WHY 2. Drop it and Move On You have to figure out which of those two is the right for you every time.
Just getting someone to sign here is not good enough! It’s Not Closed Until the cash is in the building! – The only thing worse than getting told “no” is having a “yes” fall apart after the fact. Strange and unexpected things happen in corporations, and you’ll never really know what’s going on. Keep driving, keep active and in touch until the deal is really and truly done. Your Job isn’t Over, but… – Yes, you’ve got to do it again. Yes, it’s absolutely on you to make sure the rest of your team delivers on what you just sold. And yes, after that huge success, your quota will go up next quarter. But take a moment and celebrate a big win with the people who helped make it happen. Your job isn’t over.