SaaStr

JULY 2, 2020

348: Kurt Muehmel is the Chief Customer Officer @ Dataiku, the platform democratizing access to data and enabling enterprises to build their own path to AI in a human-centric way. As for Kurt, he joined the company over 5 years ago and has risen from AE to VP EMEA to VP Sales Engineering to today as Chief Customer Officer.

Customers 119

Customers Contract Price Education 119

Hubspot

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy. Essentially, with inbound you are attracting interested customers by providing incomparable value.

Prospecting 97

Prospecting Sell Healthcare Sales 97

Hubspot

DECEMBER 20, 2019

Now think about whether you've provided the functionality so your own webpages are ready for a global audience. The name for this attribute is called language tagging, and it's an SEO tag you can use to make sure search engines know what language your content is in. The tag is: rel="alternate" hreflang="x".

X-functional 97

X-functional Territory Engineering User Experience 97

Partners in Excellence

MAY 27, 2015

At the drop of a hat, we will wax on endlessly about features, functions, feeds, speeds, and, of course, price. We get all hot and lathered about the product and want to get our prospects and customers hot and lathered about our products. We have 76 features, 43 functions, lots of feeds, plenty of speed, and we are cheaper than them!

Product 90

Product X-functional Price Engineering 90

PandaDoc

OCTOBER 13, 2022

Customer support : help center, email; extra support is paid additionally. Customization is tiered also, with users able to have a bigger say in views, screens, and elements with higher plans. Upon conversion, teams usually hand off leads externally to customer success managers and KAMs. Our approach to sourcing data.

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

FEBRUARY 11, 2021

It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. Because you’re going to need a team to sell. Segmenting customers. Getting feature gaps filled with Product and Engineering. Recruiting. Sales Tactics.

X-functional 145

X-functional Quota Sales Up-sell 145

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And when you think about that, why are you focused on creating champions isn’t just good enough to have successful customers? Here we go.

Prospecting 90

Prospecting Customers Promote X-functional 90

Partners in Excellence

JULY 15, 2015

Recently, he wrote a post, The Buying Formula: Here’s How Your Customers Make Purchase Decisions. Each of these things impact the buying formula Jeff establishes: CD x CF > C + F (If you want to know what it means, read Jeff’s article ). For the Controller: CD CTLR x FP CTLR > C CTLR + F CTLR.

B2B 96

B2B X-functional Finance Drivers/motivators 96

SaaStr

MAY 14, 2023

Nicolas has a PhD in computer science, search engine background, text mining, worked in search for a long time. An engineering team and the sales team was me with a laptop. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. The US it’s only half of our customers.

Price 102

Price Start-ups Up-sell X-functional 102

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. To me, that’s what the cadence says. I learned this operating myself.

Finance 118

Finance X-functional Launch Objectives and Key Results 118

ConversionXL

JUNE 30, 2019

Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. How do customers think of my company compared to competitors? Competitor X is doing Y. How do we stand out?

UX 126

UX X-functional A/B testing User Experience 126

SaaStr

NOVEMBER 21, 2020

When is it right for SaaS companies to turn down potential customers? What is the right way to think about customer segmentation? How should startups decide which customer segment to focus on? * Tripod was a search engine there, which exited to AltaVista. How can they do that the right way? When is the right time?

E-commerce 112

E-commerce Manufacturing X-functional Retail 112

Heinz Marketing

MAY 16, 2022

This week’s show is entitled, “ New Insights & Benchmarks for Customer Experience “ and my guest is Alan Gonsenhauser , Principal & Founder at Demand Revenue. Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Hubspot

DECEMBER 23, 2022

Unlike manual prospecting, sales prospecting software allows you to quickly identify potential customers. Even in instances where salespeople can identify interested customers, 19% of salespeople struggle with getting in direct contact with decision-makers. Custom views. Custom prospect list building and management.

Prospecting 76

Prospecting X-functional CRM Contact 76

ConversionXL

FEBRUARY 28, 2017

There, a smoke test is the process of running test cases involving the “important functionality of a component or system, to ascertain if crucial functions of the software work correctly” Using this definition, smoke tests address questions like… Does the program run? Does clicking the key functionality do anything?

Product 67

Product X-functional A/B testing Minimum Viable Product 67

SaaStr

APRIL 30, 2022

Average Revenue per Customer. Customer Lifetime Value (LTV). Customer Acquisition Cost (CAC). & One is customers. Customers love SaaS products and tools because it simply works. Two is the growth of your existing customers. It’s basically lost customers. Average revenue per customer.

Price 95

Price Launch X-functional Contract 95

Partners in Excellence

APRIL 4, 2013

Our customers are starved for ideas and insight. But there are hierarchies of insight, it’s critical to understand these and the impact in engaging the customer. But there are hierarchies of insight, it’s critical to understand these and the impact in engaging the customer. ” But we all know this.

X-functional 96

X-functional Manufacturing Drivers/motivators Finance 96

ConversionXL

DECEMBER 7, 2016

Nowadays nearly every online shop utilizes some sort of product recommendation engine, which is no wonder, as these systems, if set up and configured properly can significantly boost revenues, CTRs, conversions, and other important metrics. What is a recommendation engine, exactly? How Recommendation Engines Benefit Sites.

UX 115

UX Technique Conversion Product 115

SaaStr

JULY 5, 2021

So delegating these functions will for sure have the highest success rate. If you’re a great engineer, who do you think you’re going to be better at hiring? Other great engineers or great sales people? The answer is obvious, you’re going to likely hire super engineers and very mediocre sales people.

X-functional 109

X-functional Negotiate Legal Engineering 109

ConversionXL

JULY 8, 2020

Google is the biggest search engine ad platform in the world. With dynamic search ads, your ads are automatically customized based on the content of your site; you don’t even choose keywords for your campaign. Sell products from your catalog. The keyword insertion function matches the exact keyword someone typed in.

GTM 100

GTM X-functional Appointment Campaign 100

ConversionXL

AUGUST 31, 2017

Customer service team are very responsive and quick to tackle problems if any arise. There can occasionally be a lag in test results which requires a response from the customer service team and can delay the testing process.”. You can also request a custom plan based on your needs. ChangeAgain.Me. ChangeAgain.me

A/B testing 129

A/B testing E-commerce X-functional UX 129

Lead Fuze

SEPTEMBER 2, 2023

While high website traffic might look impressive on paper, if those visitors aren’t converting into customers then all that potential revenue goes down the drain. Leveraging Proven Strategies Across Platforms Moving beyond conventional wisdom about search engine dominance opens up fresh avenues for growth. And guess what?

Click Through Rate 52

Click Through Rate Lead generation CTR Campaign 52

Search Engine Land

APRIL 12, 2023

LinkedIn is a powerful search engine capable of generating targeted, substantial traffic to your profile. How important is the design of your business website to how it appeals to potential clients/customers? i.e., “I’m a digital marketing strategist helping small businesses reach more customers online.”)

Real Estate 121

Real Estate Clients Networking Follow-up 121

Hubspot

AUGUST 17, 2020

In fact, in 2019 22% of Gen Z, 20% of millennials, and 16% of Gen X have made a purchase inspired by an influencer post on social media. She added, "Think about it like this -- influencers on Instagram are the new model examples on how products wear, work, function, and are used rather than in-store experiences.".

Niche 101

Niche X-functional Referrals Gaming 101

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. The first is your customers have to have more stuff to buy. FULL TRANSCRIPT BELOW.

X-functional 60

X-functional Engineering Clients Start-ups 60

SaaStr

DECEMBER 28, 2022

Probably the biggest career limiting move I see is: – CMOs challenging CEO on Marketing Strategy – VP Sales challenging CEO on How to Sell. Or maybe 12-24 months after you have the core marketing functions all built out, and working. Ok, so her or his job as CMO is to manage all these marketing functions — to success.

X-functional 27

X-functional Growth Follow-up Strategize 27

SaaStr

JULY 10, 2021

At the beginning, my vice presidents were engineering, and product, and a designer. As the evolution of the company, as we started moving up market, started selling to enterprises, it was, “OK. Then we needed to hire a sales guy who had experience selling to enterprise. Build the product. Get it into the market.

Finance 105

Finance X-functional Start-ups Trust 105

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. When should one look to hire their first customer success reps? Missed the session? Eyal Manor.

Finance 58

Finance X-functional CRM Engineering 58

SaaStr

DECEMBER 17, 2019

Zach : Easy way to think of it is Venmo was one of our first customers. Lending Club was an early customer of ours and Lending Club was directly competitive with the banks and the banks didn’t love the fact that we were enabling Lending Club to make loans, enabling Lending Club to steal their profit. .”

Finance 59

Finance X-functional Non-Profits Launch 59

ConversionXL

NOVEMBER 3, 2016

So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? To what points in the customer journey do they correspond?

B2B 110

B2B Conversion B2C SQL 110

Pointclear

JANUARY 26, 2012

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Every business needs new customers. Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. billion on search marketing for the same purpose.

Prospecting 93

Prospecting X-functional Lead generation Niche 93

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. So first off, I’m saying we start with customer success. That’s easy.

Growth 85

Growth Cross-sell Contract X-functional 85

Hubspot

SEPTEMBER 5, 2018

It's what turns a visitor into a customer in the shortest amount of time possible. Here is what they look like on different search engines: The greenbar SSL is essential when conveying a trustworthy and reputable website, as it is something that all major ecommerce sites should have. It all comes back to reassuring the customer.

Conversion 78

Conversion X-functional Angle Click Through Rate 78

SaaStr

FEBRUARY 4, 2020

We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. Our customers, our employees, our revenue. You’ll be on your company team, your functional team, an agile cross functional working group. You felt in flow.

Drivers/motivators 79

Drivers/motivators X-functional Trust Cross-sell 79

ConversionXL

OCTOBER 21, 2019

Imagine you want to know how much revenue your campaigns generated… …and you sell houses. …and you have a shitty custom CRM that can never connect to your Ads or Analytics platforms. You can then say that userID X, who came on January 11 from Google Ads, brought us $500,000 in revenue. Another use case.

SQL 84

SQL CRM X-functional Clients 84

SaaStr

JULY 15, 2022

And each of those webinars will probably produce at least one customer if you do it every single week in scale. Fergal Kerins (@FergalKerins): What if the customers you are trying to reach are all giants? How, if no one’s heard of you, do you sell to big companies? So again, we could use it for any function.

Growth 106

Growth Cross-sell Start-ups X-functional 106

Heinz Marketing

JUNE 7, 2021

This week’s show is called “ How Forrester is applying the SiriusDecisions frameworks both within the organization and across the revenue engine to drive results ” and our guest is Kelley Hippler , Chief Sales Officer at Forrester. And so, as we have evolved complex buying and selling, the model has evolved as well.

Pipeline 123

Pipeline B2B Sales Cross-sell 123