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 Complete Guide to Sales Development LeadershipSam Laber
Datanyze, The Bridge Group and PersistIQ team up on a webinar. Learn how to:
-Hire phenomenal sales development leadership
-Boost your "middle" - the 60% of reps that are barely hitting quota each month.
-Build out the perfect compensation structure to motivate your team.
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid 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 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/
Don’t Sleep on BDRs: Lessons in Scaling a Sales Team from SaaS Sales Leaders ...saastr
Anna Baird / CRO / Outreach
Amy Appleyard / SVP Global Sales / Malwarebytes
Michelle Benfer / VP, Head of North America Sales / HubSpot
Tony Benvenuto / SVP of Sales West / Seismic
Hear from CROs and sales leaders at rapidly growing SaaS companies talk about lessons learned when scaling their sales teams, the importance of BDRs, key hires and when to prioritize them, and more. Topics may include:
Why BDRs/SDRs have the hardest, but one of the most important, positions in B2B sales. How can fast-paced SaaS companies retain BDR/SDR talent by keeping them motivated, focused, and constantly-learning?
How young SaaS companies can develop a sales hiring strategy to accommodate explosive growth, new markets, and changing priorities.
Growth inflection points SaaS leaders should look for that indicate when it’s time to fill crucial sales leadership roles.
Interview and recruiting strategies to vet salesperson talent and resiliency, ranging from junior BDRs/SDRs to seasoned sales VPs.
PE Portfolio CEO Summit, Topical Marketing ChatsDave Kellogg
Presentation I gave to a private equity portfolio company CEO summit on various marketing topics, including how to think about marketing, scaling marketing, organizing marketing, planning and budgeting, the marketing/sales relationship, and measuring marketing.
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kelloggsaastr
No one word strikes more terror in the heart of product-, engineering-, or even sales-oriented founders and CEOs than "marketing." How to understand marketing? How to drive marketing? How to measure marketing? What to look for in a marketing leader? In this session, we'll talk about how CEOs (and ohter startup execs) should think about, charter, direct, and support marketing
Zero to 100 - Part 7: The Role of the CEODavid 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 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/
From SDR to AE: Becoming a Powerhouse Sales ProfessionalTenbound
One of the most frequently asked questions in sales development: How can I become a closer? Tuso dives into the tactical, specific, actionable things you can do as an SDR to set the strongest possible foundation to becoming a top producing AE. He holds nothing back and spills all the beans on what it actually takes to make the trek to the coveted closing role. A practitioner himself, he has been an SDR, AE, SDR manager, and now leads SDRs and AEs alike. Having trained over 300 sales reps, Tuso gives a tell-all take on what it really takes to get the job done, change income brackets, and perform at the highest levels in sales.
The Complete Guide to Sales Development LeadershipSam Laber
Datanyze, The Bridge Group and PersistIQ team up on a webinar. Learn how to:
-Hire phenomenal sales development leadership
-Boost your "middle" - the 60% of reps that are barely hitting quota each month.
-Build out the perfect compensation structure to motivate your team.
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid 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 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/
Don’t Sleep on BDRs: Lessons in Scaling a Sales Team from SaaS Sales Leaders ...saastr
Anna Baird / CRO / Outreach
Amy Appleyard / SVP Global Sales / Malwarebytes
Michelle Benfer / VP, Head of North America Sales / HubSpot
Tony Benvenuto / SVP of Sales West / Seismic
Hear from CROs and sales leaders at rapidly growing SaaS companies talk about lessons learned when scaling their sales teams, the importance of BDRs, key hires and when to prioritize them, and more. Topics may include:
Why BDRs/SDRs have the hardest, but one of the most important, positions in B2B sales. How can fast-paced SaaS companies retain BDR/SDR talent by keeping them motivated, focused, and constantly-learning?
How young SaaS companies can develop a sales hiring strategy to accommodate explosive growth, new markets, and changing priorities.
Growth inflection points SaaS leaders should look for that indicate when it’s time to fill crucial sales leadership roles.
Interview and recruiting strategies to vet salesperson talent and resiliency, ranging from junior BDRs/SDRs to seasoned sales VPs.
PE Portfolio CEO Summit, Topical Marketing ChatsDave Kellogg
Presentation I gave to a private equity portfolio company CEO summit on various marketing topics, including how to think about marketing, scaling marketing, organizing marketing, planning and budgeting, the marketing/sales relationship, and measuring marketing.
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kelloggsaastr
No one word strikes more terror in the heart of product-, engineering-, or even sales-oriented founders and CEOs than "marketing." How to understand marketing? How to drive marketing? How to measure marketing? What to look for in a marketing leader? In this session, we'll talk about how CEOs (and ohter startup execs) should think about, charter, direct, and support marketing
Zero to 100 - Part 7: The Role of the CEODavid 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 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/
From SDR to AE: Becoming a Powerhouse Sales ProfessionalTenbound
One of the most frequently asked questions in sales development: How can I become a closer? Tuso dives into the tactical, specific, actionable things you can do as an SDR to set the strongest possible foundation to becoming a top producing AE. He holds nothing back and spills all the beans on what it actually takes to make the trek to the coveted closing role. A practitioner himself, he has been an SDR, AE, SDR manager, and now leads SDRs and AEs alike. Having trained over 300 sales reps, Tuso gives a tell-all take on what it really takes to get the job done, change income brackets, and perform at the highest levels in sales.
5 Dos and Don’ts Lessons From My Bootstrapping Days with Wrikesaastr
Starting a company can be daunting, exhausting, and expensive, but with the right focus and idea - extremely rewarding; take it from Andrew Filev, Founder and CEO of Wrike. In this session, he will outline the do's and dont's that he learned bootstrapping Wrike. Where it makes sense to invest your precious resources when to outsource, and how to save yourself money without cutting corners.
Sales, Meet Your New BFF: Growth MarketingTenbound
This is the true story of two teams who decided to find a way to be better together than they could be apart. So, how did sales development and growth marketing align and learn to shine together? Join us for a fascinating tale of how these two groups became BFFs, including the mistakes they made along the way, and the key tactics that ultimately led to cross-functional harmony. You'll walk away with easy-to-implement strategies to combine powers and start winning more deals together.
Created by Dalton Gilgor & Julia Bersin.
Zero to 100 - Part 5: SaaS Business Model & MetricsDavid 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 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/
Zero to 100 - Part 4: Building a Sales Team - Stephanie SchatzDavid 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 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/
How do you ensure growth is good growth? How do you build a durable business that can withstand the challenges that come up? Tolithia Kornweibel, CRO (previously CMO) of Gusto, discusses a CMO-CRO working model that works for long-term, durable growth.
Dave Kellogg presentation to a high-growth SaaS company's All Hands meeting / speaker series in February, 2019. Discusses the key elements of making a great SaaS company, but quantitative and qualitative.
David Skok on The SaaS Founder's Journey || SAAS NORTH 2017L-SPARK
http://www.l-spark.com -- Watch the video of David Skok's keynote over on our blog.
David Skok joined Matrix Partners as a General Partner in May 2001. He has a wealth of experience running companies. David started his first company in 1977 at age 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public.
David joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world.
David’s work as a value added investor is best known for helping HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio to successful exits. David currently serves on the boards of Atomist, CloudBees, Conductor, Digium (makers of the very popular Asterisk Open Source PBX/telephony software), Meteor, NamelyHR, Salsify, Storiant, VideoIQ and Zaius.
In addition to his broad focus on enterprise software, David is specifically focused on the areas of SaaS (software as a service), cloud, mobility, Open Source, marketing automation, virtualization, storage, and data center automation.
David writes a blog for entrepreneurs and startups on topics such as viral marketing, SaaS metrics, building a sales and marketing machine, techniques for lowering cost of customer acquisition, etc. The blog can be found here: www.forEntrepreneurs.com.
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/
Build Your 2016 Sales Plan with Scott SambucciSalesQualia
These are the presentation slides to accompany the virtual workshop hosted in December 2015 by Scott Sambucci.
Topics: Selling to the enterprise, Identifying customer problems, Targeting industries and prospecting, determining value propositions, and developing implementation plans.
Recording: https://www.youtube.com/watch?v=9dvoU_Xuqkc
Olivia Liddell - Longhorn PHP 2021 - Socially Engineering Your Pathway to a B...OliviaLiddell
In the context of information security, social engineering is a practice that can help hackers to acquire personal information, insights, and access. Social engineering techniques can also be used by hackers and non-hackers alike to become more skilled at observing the people around them and making informed decisions that are based on these observations. In this session, you will learn how to take a social engineering approach towards improving your team dynamics, including:
- Strategies for assessing your team’s current strengths and areas of improvement.
- Recommendations for developing an action plan to initiate change.
- Strategies for using ongoing observation techniques to effectively manage change.
Sales Development in the Digital Transformation EraTenbound
Your sales follow up process is broken, and there's a lot more that we all can be doing to acquire and follow up on our leads, and to respect our profession. We're going to talk about sales development in the digital transformation era.
Created by Patrick Purvis.
Developing a digital marketing strategy to drive business growth - LexisClicklexisclick
A good written digital marketing strategy will work in a very similar way to a map. It'll give you your chosen route to business growth as well as other options in case of potential events. http://www.lexisclick.com/
Developing a digital marketing strategy to drive business growth - LexisClicklexisclick
A good written digital marketing strategy will work in a very similar way to a map. It'll give you your chosen route to business growth as well as other options in case of potential events.
5 Dos and Don’ts Lessons From My Bootstrapping Days with Wrikesaastr
Starting a company can be daunting, exhausting, and expensive, but with the right focus and idea - extremely rewarding; take it from Andrew Filev, Founder and CEO of Wrike. In this session, he will outline the do's and dont's that he learned bootstrapping Wrike. Where it makes sense to invest your precious resources when to outsource, and how to save yourself money without cutting corners.
Sales, Meet Your New BFF: Growth MarketingTenbound
This is the true story of two teams who decided to find a way to be better together than they could be apart. So, how did sales development and growth marketing align and learn to shine together? Join us for a fascinating tale of how these two groups became BFFs, including the mistakes they made along the way, and the key tactics that ultimately led to cross-functional harmony. You'll walk away with easy-to-implement strategies to combine powers and start winning more deals together.
Created by Dalton Gilgor & Julia Bersin.
Zero to 100 - Part 5: SaaS Business Model & MetricsDavid 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 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/
Zero to 100 - Part 4: Building a Sales Team - Stephanie SchatzDavid 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 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/
How do you ensure growth is good growth? How do you build a durable business that can withstand the challenges that come up? Tolithia Kornweibel, CRO (previously CMO) of Gusto, discusses a CMO-CRO working model that works for long-term, durable growth.
Dave Kellogg presentation to a high-growth SaaS company's All Hands meeting / speaker series in February, 2019. Discusses the key elements of making a great SaaS company, but quantitative and qualitative.
David Skok on The SaaS Founder's Journey || SAAS NORTH 2017L-SPARK
http://www.l-spark.com -- Watch the video of David Skok's keynote over on our blog.
David Skok joined Matrix Partners as a General Partner in May 2001. He has a wealth of experience running companies. David started his first company in 1977 at age 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public.
David joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world.
David’s work as a value added investor is best known for helping HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio to successful exits. David currently serves on the boards of Atomist, CloudBees, Conductor, Digium (makers of the very popular Asterisk Open Source PBX/telephony software), Meteor, NamelyHR, Salsify, Storiant, VideoIQ and Zaius.
In addition to his broad focus on enterprise software, David is specifically focused on the areas of SaaS (software as a service), cloud, mobility, Open Source, marketing automation, virtualization, storage, and data center automation.
David writes a blog for entrepreneurs and startups on topics such as viral marketing, SaaS metrics, building a sales and marketing machine, techniques for lowering cost of customer acquisition, etc. The blog can be found here: www.forEntrepreneurs.com.
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/
Build Your 2016 Sales Plan with Scott SambucciSalesQualia
These are the presentation slides to accompany the virtual workshop hosted in December 2015 by Scott Sambucci.
Topics: Selling to the enterprise, Identifying customer problems, Targeting industries and prospecting, determining value propositions, and developing implementation plans.
Recording: https://www.youtube.com/watch?v=9dvoU_Xuqkc
Olivia Liddell - Longhorn PHP 2021 - Socially Engineering Your Pathway to a B...OliviaLiddell
In the context of information security, social engineering is a practice that can help hackers to acquire personal information, insights, and access. Social engineering techniques can also be used by hackers and non-hackers alike to become more skilled at observing the people around them and making informed decisions that are based on these observations. In this session, you will learn how to take a social engineering approach towards improving your team dynamics, including:
- Strategies for assessing your team’s current strengths and areas of improvement.
- Recommendations for developing an action plan to initiate change.
- Strategies for using ongoing observation techniques to effectively manage change.
Sales Development in the Digital Transformation EraTenbound
Your sales follow up process is broken, and there's a lot more that we all can be doing to acquire and follow up on our leads, and to respect our profession. We're going to talk about sales development in the digital transformation era.
Created by Patrick Purvis.
Developing a digital marketing strategy to drive business growth - LexisClicklexisclick
A good written digital marketing strategy will work in a very similar way to a map. It'll give you your chosen route to business growth as well as other options in case of potential events. http://www.lexisclick.com/
Developing a digital marketing strategy to drive business growth - LexisClicklexisclick
A good written digital marketing strategy will work in a very similar way to a map. It'll give you your chosen route to business growth as well as other options in case of potential events.
2013 Marketing Blueprint: 3 Must-Haves for Success Cole Information
Struggling with completing your 2013 marketing plan all the while successfully running your small business? We know you wear several hats, so in this Small Business Marketing 101 webinar, we’ll break it all down for you in bite-sized pieces. You’ll come away with the three essential components you need to have in your marketing plan and a template for incorporating it all together. Plus, you’ll get tips on increasing your online presence and which social media networks you should be hanging out at.
This is the deck used in The Digital Marketing Workshop at SXSW 2014.
Panelists include:
Blake Robinson, Director, Social Data @Kantar
Israel Mirsky, Global Managing Director, Social & Performance @ Annalect
Margaret Francis, VP, Product @Heroku
Marshal Kirkpatrick, CEO @GetLittleBird
Generate UK Digital Marketing Strategy seminar 2012 Generate UK
slides from the various presentations at the Generate UK Digital Marketing Strategy seminar held in October 2012 at The Donnington Grove Hotel in Newbury.
Marketing: Do you feel like your leads are being tossed over the wall and you're not sure where they are going? Sales: Do you feel like the leads that you receive aren't targeted and "sales-ready"? If so, we can help.
Discover how lead prioritization and scoring can increase your sales. See real-world examples on how you can find your "sweet spot" and set up lead scoring that can drive superior results.
Product Management Principles in a Services CompanyClifford Dive
....or "we're brilliant guys and we can do clever stuff for you."
Companies delivering services have many of the same challenges as product companies but there are some significant differences too.
Berenice Mann and Clifford Dive look at what makes service companies special, the challenges and possible solutions. They describe their experience of working together in Marketing and Business Development as a local consultancy went through a transformation process, and touch on:
- how to promote the company as thought leader
- coordinated product and services story
- innovation
- sales and marketing working together
Some things worked, and others didn't.
Berenice comes from an R&D background, with a PhD in Physics. She has experience of technical project and team management, from product development and production through to marketing.
Cliff has broad experience in product innovation and realisation, with roles including product management, programme management and business development.
Berenice and Cliff have experience both of product and services companies. They first met at Sentec, where Berenice was Marketing Manager, and Cliff was Business Development Manager, at a time when the company was rapidly evolving, attempting to grow both revenue and profitability.
In our first roundtable, we held three presentations: 1. What Does Your Marketing Strategy Look Like? 2. The Importance of a Digital Strategy 3. Integrated Marketing & Sales
Marketers know their role has changed dramatically in the last few years – once upon a time the sales person controlled the sales cycle. Today, because of online research, buyers are much more informed about what they want to buy before that first sales contact. Marketing now educates the buyers in the early sales cycle. Ensure your sales people don’t miss the ‘hidden sales cycle’.
This discussion will help you understand:
- How to get sales and marketing to jointly identify those they’re targeting
- How to develop content that’s compelling to potential customers
- How you track and monitor the content your prospect engage with
Building HubSpot's Marketing Team: A Journey Through the YearsJaxzenMarketing
HubSpot veteran and Director of Team Development, Rebecca Corliss joins the Austin HubSpot User Group for a special event! She takes us on a journey of building HubSpot's marketing team through the years and gives insights on developing your own marketing team.
2. CYA Slide
• These are my stories, thoughts, and perspectives
• Focus on everything except pitch itself
• Ethics: Every salesperson draws their own line:
o Selling products that aren’t yet completed
o “Say yes, but do it on a phone call”
o Do you add people you don’t know on LinkedIn?
2
3. The Plan
• Who I am, What I do, Why I do it
• Movable Ink: Quick Pitch
• Some things I think are true or thought-provoking
• My favorite sales tools
• The “Sales Cycle”
o Getting the Meeting
o The Meeting
o After the Meeting
o Getting to Signature
• Final Thoughts and Q&A
3
4. Who I am / What I do
• Education:
• Learning that I’m
not going to be
a Chemical
Engineer forever:
• My happy
life in start-
up land:
4
5. My Job
• How do you find the people using square wheels?
• How do you get them to chat with you?
• How do you show them that you’re holding a round wheel?
• How do you make them look like a genius for bringing you in?
• How do you create scalable processes to run 100+ opps simultaneously?5
6. Wrapp (very early stage)
• Funded by Atomico (Niklas Zennstrom) & Greylock
(Reid Hoffman) Over $25M raised.
• Founders: Hjalmar Winbladh (Rebtel) & Andreas Ehn
(Spotify)
• Inventing a new space called “SOCIAL GIFTING”
• Initial success in Sweden lead to global expansion
and US launch in January 2012
6
7. Wrapp (very early stage)
• Part of core US launch team
• Getting our first clients (pure hunter role)
• Target buyer: Social, Digital, Gift Card, CRM
Marketing CMO buy-in
• How do we measure success?
o Sales
o Quantity of partners, Quality of offers
o Data sharing / Product feedback Help find product market fit
o Exposure through partner channels
o How do you create a commission structure? YOU DON’T, YET.
7
8. Movable Ink (Series B)
• Funding led by Intel Capital - $14M to date in seed,
Series A & Series B
• Invented a technology that allows the content of
an email to change / update at the moment the
email is opened.
• Creating the market for “contextual email
marketing”
8
9. Movable Ink (Series B)
• 40th hire (now 60)
• Getting from 8-figure ARR to 9-figure
• Target buyer – Director of Email Communication or
VP Marketing
• My role: Strategic Account Executive
9
10. Movable Ink (Series B)
• My role: Hunting within Farming
• My role according to my boss: “But, Jeremy, we
hired you to get people to say yes, now.” – MI CRO
• My role according to my commission agreement:
“Obtain a written, signed, valid and unconditional contract for a
subscription to MI’s services with a customer for a minimum ARR of
$30,000 and minimum commitment of 12 months…annual sales
target of $3M.”
“Of course you want more revenue, but what good is
it if it isn’t predictable?” - Aaron Ross, Predictable Revenue
10
17. PERSONALIZED WEB CROP – POST PURCHASE
%4.2 CONVERSION RATE
$1MM LIFT
in annual incremental
revenue
18. MOVABLE INK CLIENT EXPERIENCE TEAM
WEEKS 1-2
Goals Alignment: Movable Ink will understand the key performance indicators for your email campaigns to ensure we are
delivering ROI on your investment dollars.
Education & Support: Movable Ink’s team will train your team on how to use our dashboard based on your goals and
ensure your questions are answered with every campaign build.
Strategy & Ideation: Plan regular calls and requirements sessions to ensure on time delivery, while consulting on campaign
templates to build new use cases that deliver results.
Success Review: Track ongoing campaign performance against KPIs with Movable Ink’s Advanced Analytics and custom
reports
Roadmap: Plan future campaigns by understanding Movable Ink’s newest and planned capabilities
Roadmap
Goals Alignment
Success Review
Strategy & Ideation
Education &
Support
DAY 90 QUARTERLY END YEAR 1
28. A few of my favorite
tools:
• Slack – Internal communication made easy
• Boomerang – Never forget to follow up
• Rapportive – Guessing email addresses accurately
• LinkedIn Premium – Bother people with a professional touch
• Salesforce – Log your activities for smarter business insights
• Zuora – Tie subscription billing to Salesforce for SaaS companies
• Cirrus Insight & Tout - Link your Gmail to Salesforce
• Pardot – Link site activity to Salesforce
• Clearslide – Deliver smart presentations, stalk your prospects
28
38. Getting the Meeting
How do you get meetings?
• Inbound Leads
o Webinars
o Conferences
o SEO
o PR
o Marketing
• Outbound Leads
o Sales Development Reps (SDRs)
o Channels Partners
• Finding your champion (why is it good for the
company and why is it good for you?)
• SALs: Sales Accepted Leads
o Leading indicator metric: “New Pipeline Generated per Month”
38
39. Getting the Meeting
Some tips & tricks for success:
• Multiple touch-points: Email, LinkedIn, Twitter, Phone
• Multiple contacts: colleagues, other salespeople, mutual contacts
• Mentioning partners in their space
• Moving to in-person
• “I’m going to be in the area”
• My VP is going to be in the area
• Food
• Food for you and your team
• “Lunch and Learn”: completely non-committal
• Completely blind introductions
• Have your users sell for you (Wrapp coordinated assault on brands)
Uncertain areas:
• “Discovery calls”?
• Growing the first meeting?
• How aggressive to be?
• Careful with key terms that ‘bucket’ your solution
39
43. The Meeting
• Pitch
o Build Trust
o Build Value
o Share Case Studies
o Set Expectations
o Timeline
43
44. The Meeting
Last 10 minutes, key points:
• Decision-maker
• Budget source
• Next meetings (according to your pre-defined
goals)
o NOTE: Prospects believe it would be irresponsible to commit after 1
meeting. They want to do ‘due diligence’, but they’re often not sure what
to ask. Guide them. Develop a 1 month sales process with 3 meeting
steps. E.g.:
• (1) Capabilities demo (multiple times if necessary don’t leave it to
internal pitches)
• (2) Custom demo
• (3) IT/Tech feasibility
44
46. After the Meeting
• Follow Up, Follow Up, Follow Up
• Use your tracking tools to monitor engagement
• Guide towards finish line
• Creating urgency:
o Retailers: MLK, V-day, Easter, “Moms, Dads & Grads”, July 4, Back to
School, Black Friday, Christmas
o Discounted pricing
o Providing proposals with validity end-dates
o Understanding their fiscal year / budgeting processes
o Making it as easy as possible for them
46
48. Getting to Signature
• Concrete Steps:
o Confirming Budget with Decision Maker
o Master Services Agreement (MSA) + Statement of Work (SOW)
o Deciding whose ‘paper’ will be used
• Food for thought: major players in your space may already have
relationships with larger Fortune500 orgs. Reduce sales cycle and
headache by setting up a pass-through.
o Legal redlines process
• Typical challenges in the legal redlines:
o Insurance
o Liability
o Data security “Who owns the data”? VS negotiations
• Key Question: Do you do pilots/tests?
48
50. Losing Deals
• #1: Try not to do this
• #2: Understand why
• #3: In competitive landscape, try to get last word
on pricing
• #4: Keep door open for future conversations
• #5: Set up internal feedback systems to product,
account teams
50
OUR TECHNOLOGY allows creative to render at the moment it is opened … we can take advantage of Real time Attributes of the consumer (or card holder) at the moment of open – to be able to target content. As it turns out, this technology allows us to do this and a whole lot more …
Time it’s opened
Location
Device
…even the weather!
Marketing that knows where you are (without having to pass any CRM data)
Serving up locally live content given where the email is opened – in this case serving up local maps in email.
Traditional email marketing usually has the “Find a Store Nearby” CTA – which requires a few clicks often requires entering in address fields to do the search
The lion share of their revenue comes from their retail stores- so they used Movable Ink’s geoIP capabilities to find & pre-populating the closest store locations and phone number (but only if they were within a 50 mile radius)
Within 60 days of a signed contract they saw a big ROI, 97% of sales were driven in-store
Display closest store location to user
Can pass zip code to act as backup when user cannot be geo-located
Dynamically link to maps for directions, click-to-call per store
MK RESULTS:
10X ROI
97% rev$ from in-store
AB test with ESP
Results seen within 60 days of signed agreement
Positive response from non-buyer segment
7 FOR ALL MANKIND
Webcrop based on weather
ERIC – CAN YOU HELP!?
Post-Order Upsell
Personalized Web Crop of available seats triggered after flight purchase
Post-Order Upsell with 4.2 conversation rate
1mm lift in annual incremental revenue