How to deliver empathy as a prospector and increase sales with Brian Carroll


This post is by Collin Stewart from Predictable Revenue


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The challenge in sales is we are trying to get our needs met. That can be motivating – but it can also be a negative. We spend so much time trying to get people to care about what we do, and what we sell, but you have to start with what your customers care about and what they are trying to get done. The post How to deliver empathy as a prospector and increase sales with Brian Carroll appeared first on Predictable Revenue.

Pricefx scores additional €23M for its cloud-based pricing software


This post is by Steve O'Hear from SaaS – TechCrunch


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Pricefx, the Munich-founded startup that offers cloud-based pricing software, has raised €23 million in additional funding as part of its earlier Series B round.

The new investment is led by Digital+ Partners, the European B2B technology growth investor, and management consulting firm Bain & Company. Talis Capital, Pricefx’s Series A investor, also followed on, while its brings the Series B as a whole to €48 million. “This new funding will allow us to further expand our platform capabilities, add new functionality and introduce several new, game-changing products to the market in 2020,” said Marcin Cichon, CEO and co-founder of Pricefx, in a statement. “We anticipate continued global expansion through both organic and partner-enabled growth, as well as strategic projects. Our investors are excited about our path forward, and this subsequent investment helps to secure their positions ahead of our further expansion.” I understand those “strategic projects” include Continue reading "Pricefx scores additional €23M for its cloud-based pricing software"

Diagnosing bottlenecks and finding hidden revenue in your demand gen pipeline with Johann Nogueira


This post is by Collin Stewart from Predictable Revenue


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Johann discusses how he and his companies work to unlock revenue, build brands, and, ultimately, empires for their clients. The foundations and fundamental steps a company should follow to increase revenue; and Johann’s cutting edge marketing process to ensure you meet your goals. And of course, how he puts these processes in practice in his businesses . The post Diagnosing bottlenecks and finding hidden revenue in your demand gen pipeline with Johann Nogueira appeared first on Predictable Revenue.

Benchmarking Your Sales and Customer Success Teams


This post is by Tomasz Tunguz from Tomasz Tunguz


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Our portfolio company Chorus.ai released the State of Conversational Intelligence 2020. The report uses data from 5m sales and customer calls to benchmark sales team performance. There’s lots of great data in the report. Some of the data reaffirms rules of thumb. For example, the typical win rate of a sales qualified lead is 19%. Other data points are surprising. For example, the average SDR dials 106 people to schedule one meeting. And the typical sales manager reviews only 8% of calls, but the best managers spend much more. The report covers outbound, inbound and account executive behaviors throughout the sales process, from the very first touch to the characteristics of great late stage calls. We’ve also collected data on customer success and the right ways to handle the critical transition from sales to customer success after a customer signs. If you’re curious about how your team stacks up Continue reading "Benchmarking Your Sales and Customer Success Teams"

Real Wealth Is Not About Money


This post is by Alex Turnbull from Groove Blog


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This April, our family got some devastating news. We had just returned from a wedding in Florida when we got the call. My father-in-law, an otherwise healthy man in his 60’s who had just retired this past year, was diagnosed with stage four cancer. As this kind of news tends to do, it came as […] The post Real Wealth Is Not About Money appeared first on Groove Blog.

10 Customer Service KPI Metrics You Should Be Measuring (And How to Improve Them)


This post is by Melissa Rosen from Groove Blog


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Most support platforms provide all the essential reports to guide your team in the right direction. But they don’t necessarily tell you why or how. Whether you’re new to customer service or a seasoned veteran, it’s always worth getting a fresh perspective on your own stats, data, and metrics. Why? Because even though support is […] The post 10 Customer Service KPI Metrics You Should Be Measuring (And How to Improve Them) appeared first on Groove Blog.

The 13 Critical Questions to Answer about Your Startup’s Product Marketing


This post is by Tomasz Tunguz from Tomasz Tunguz


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Last week's post on The Most Frequent Mishire in Startups generated the most comments on a post this year. In particular, it was this section. Though the startup may have achieved product market fit, the company may not understand the fit. Who is using the product and why? How does the buyer journey evolve with time? How do buyers describe the product amongst each other? Few early stage companies can answer those questions accurately. Why is this? Early in the life of a business, the product manager (often a founder) plays both the role of the PM and the PMM. Over time, the startup's growth demands a more specialized role. Many times, the PM builds the product as quickly as possible to establish product/market fit. In contrast, the PMM answers critical questions about the company, product and market to ensure the product sells. What are these critical questions? I found Continue reading "The 13 Critical Questions to Answer about Your Startup’s Product Marketing"

How Predictable Revenue built its innovative Outbound Validation program with CPO Kenny MacKenzie


This post is by Collin Stewart from Predictable Revenue


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A few years back,Kenny MacKenzie, Predictable Revenue’s Chief Product Officer had bootstrapped his company, Vandrico, to six figure revenue and a team of 13 people. But they failed on the sales and marketing side – they developed a really cool, cutting edge piece of software that wasn’t aligned with what the market needed. And that’s the story of entrepreneurship... even the best ideas can fail for a host of different reasons. Failure, though, can also inspire learning, passion, and your next idea. The post How Predictable Revenue built its innovative Outbound Validation program with CPO Kenny MacKenzie appeared first on Predictable Revenue.